5 Steps to Smarter Sales Prospecting

by Juliana Dixon, Social Media & Marketing

If you’ve been reading our ExtraBold sales material you’re probably convinced you need to prospect more with less wasted time on activities that don’t generate revenue. However, if diligent prospecting has not been your routine, you might be wondering how to get started and even feel slightly overwhelmed. It really doesn’t take that much prep to get a solid foundation that will make you ready to pick up the phone or send an email. Here is what we recommend:

  1. Have a List of Names to Call. This list will require a little effort and thought so you want to create it before you start to call so the research process doesn’t slow you down. Grab a mug of coffee and your laptop and really think of 20-50 names and titles of people/companies you want to reach. They could be referrals, industry trade show lists, friends, or even people you’ve found via LinkedIn.

  2. Track Your Outreach with CRM. If you don’t have a CRM set up yet (or even know what that is), you can get started with Excel. You want to keep yourself organized!

  3. Have a Template for Your Communications. Having a template for emails, voicemails, and phone calls doesn’t make you a robot, it makes you comfortable and prepared. 

  4. Write out Your FAQs. What are those particular questions that you often hear from potential customers/clients? Writing down (or at the very least thinking through) 5-15 questions will help make you prepared for conversations.

  5. Have your Sales Collateral Ready. When you email, include something that shows your expertise or clarifies your service. It could be a link to a short video or an article you’ve written.

Even if you’re someone who tends to over prepare this is enough to get started. Remember, the goal of your first contact is just to set an appointment for further conversation. You don’t have to be ready to give all the information up front, answer every objection, or close the sale with this first communication. Just set a meeting! For more great tips and encouragement, join our ExtraBold sales Facebook group.