Are you unsure how to get corporate clients? Don't worry, we've outlined some points below that you should follow to create a killer corporate prospecting strategy. They are:
align your prospecting strategies;
offer solutions to those who really need them;
ask for referrals and invest in corporate networking;
understand the difference between prospecting and selling;
know your potential customers in depth;
adjust your follow up and sales cycle;
be present and send relevant content;
prepare and optimize a sales script;
structure the next steps in the commercial relationship;
lead prospects through the sales funnel.
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5 Corporate Prospecting Tips: Your Speech is Worth Its Weight in Gold
Prospecting for corporate clients begins with research and, ideally , should lead to a well-placed call and scheduling of a meeting.
To clarify all the steps, we have created a simple step-by-step guide on how to attract corporate clients. Check it out and learn what you can do to increase your sales!
1. Search for information about your contact in corporate prospecting
When you call a company to prospect for new customers by phone without knowing basic information about your contact, such as name and position, there is a high chance that the secretary will block your call and request that you send an email. This is because you will probably be identified as just another supplier wanting to offer products.
For this reason, research your contact. LinkedIn is a great tool for finding information about them. Through the advanced search filter, for example, the platform allows you to search for contacts by name, position, company, region, etc.
>>>> See also on our blog: tips for overcoming the fear of sales calls
2. Don't talk too much about your company
The biggest mistake when trying to get corporate clients is spending too much time trying to sell your company, saying how good it is, how many clients it has and how long it has been in the market.
On a corporate prospecting call, you don't have time to waste on irrelevant information that isn't appealing to your target customer.
Identify the main and differentiating information about your company and use it in your speech. For example: “Good afternoon Ricardo, I am from the Business Unit of TecnoAgro, a leading company in the Agribusiness software market.”