For many, telephone prospecting is confused with phone number data a notice of passage. "Hello, I am in your area on such and such a day and I would like to meet you to present my company to you...". And this is how we make many visits without follow-up.
Telephone prospecting is the first visit to discover customer needs. And this prospecting will allow you to make the right commercial decision:
Often give up contact because the potential is so low
Sometimes, quickly send a quote when you discover a short-term need
And from time to time trigger a visit when the potential justifies it: these will be useful and pre-motivated visits!
The contact established during telephone prospecting must be considered as a real visit and be included in the counter (KPI) of the number of visits by the Seller.
This is the latest addition to the Prospection family. Digital prospecting has the same objective as direct prospecting. It must find new prospects who will eventually become new customers. The method used is radically different: we use websites and social networks to identify companies that inquire before their projects.
The expertise required to succeed in this type of prospecting combines the implementation of complex digital tools with commercial know-how.
"Technical prospecting is far too difficult and only experienced technicians can approach it! As for outsourcing it, it is impossible"
To succeed in technical prospecting it is advisable to:
have a structured argument:
master the interview to avoid getting drawn into difficult topics:
to find the right complementarity between what needs to be done on the phone and during the visit!