What could be more paradoxical than an innovative company that uses old prospecting methods? To meet Switzerland Phone Number List your innovative positioning, it is urgent to modernize your commercial prospecting. Scenario: The decrease in efficiency of traditional commercial prospecting levers leaves you 2 choices: either you review your methods, or you increase your efforts tenfold for the same result (or even worse). Unfortunately, many companies, even innovative ones, opt instead for the second option. Some salespeople do not hesitate to make up to 70 calls per week! From a mathematical point of view. If we do the calculation over a working day from 9:30 am to 6:30 pm.
It amounts to making a call every 7 minutes. If we include in these 7 minutes the famous switchboard barrier and the reporting of the conversation in the CRM, we can estimate that the exchange lasts between 2 and 3 minutes. Relevant ? This kind of telephone prospecting clearly does not allow you to present your innovative solution effectively. In a situation where the buyer very often does not suspect its existence or does not understand its uses and added value, 180 seconds does not seem to convince him. Depending on the type of company you are looking to contact, you will have to choose which interlocutor is most able to show interest in your innovative solutions.
Performance Indicators: Volume Is Irrelevant
Once again, since companies are all different in their internal organization, the first contacts can lead to talking to people a hundred thousand places about the uses that your company offers. Ideally, you will be given a name: “I think Thierry might be interested. But I cannot give you his name or his direct line number because company policy forbids us to do so ”. Back to square one, that is to say the switchboard. After a lot of time and energy spent, you finally come across the famous Thierry. He is indeed the right person. The only problem, and big, is that his business isn’t research at all for the product you’re selling. Worse, if things change, it won’t be for a few years.
You have managed to reach the right person, but not at the right time! Obtaining a prospect appointment is good. A qualified appointment is better! Fortunately, sometimes you can still talk to the right decision maker and convince them to listen to you. You will be able to recite the speech that you have already recited dozens of times today alone until you propose an appointment on Tuesday of next week at 10am. Well done, you’ve made an appointment. And now ? Is this prospect appointment qualified? What is the value of this meeting? We can assume that the RDV itself will be able to answer this question. The problem is that an appointment of this type lasts at least 45 minutes …
He Goes On Google
As things are quickly known, you do not want to offend your prospect by offering to hang up after 10 minutes of discussion and will therefore go to the end of this same appointment. if you notice after a few weeks that this prospect is not sufficiently qualified. The days are short and you have to make the most of these 45 minutes with contacts who are most likely to be interested in your innovative solutions. As part of a traditional prospecting, the topics covered during this type of meeting revolve around your company and your products. The appointment setting having been quick and the framing of the subjects to be covered also, you will introduce yourself without knowing the context of your prospect.
At this stage, running a standard presentation will not allow your prospect to validate whether your products meet their possible needs. By practicing this kind of client approach, you will spend most of your time evangelizing all the professionals you meet. These dates will only earn you “it’s great what you do, but we’re not ready” remarks. Making telephone prospecting appointments for innovative products and solutions can bring results, but it is important to review your customer approach to meet the buyer’s expectations. As we have seen in the introduction, the buyer prefers to conduct his purchasing thinking on his own. Identify and compare the solutions available to him before choosing those which seem most relevant to him.