siliconindia | | DECEMBER 20218In FOCUSB2B SALES PROSPECTING 2022: 5 TECHNIQUES THAT WORKBY SI TEAMT he Covid-19 pandemic put a damper on face-to-face meetings, events, conferences, and other offline sales events that generate leads. Businesses that previously paid little attention to digital marketing were forced to turn to it when mandatory lockdowns were implemented. These companies struggled with poor technology infrastructure, limited digital marketing skills, and increased competition. They are still learning the hard way.Even as we re-emerge from the pandemic, businesses must combine online and offline strategies if they want to remain relevant in their industries. Because it's likely business will not go back to what it was before 2020. Here are some sales prospecting strategies you can implement to keep revenue coming in:tRethink Your Sales ModelThere are two questions a business needs to ask itself. "How are our current operations aligning with our customers' changing needs?" Second, "How will we run our business going forward?" You'll need to take a fresh look at what your customers value post-Covid-19, then develop new use cases based on those experiences. You can go about this by pretending that your business is a start-up all over again.Pay close attention to what customers and prospects are saying and structure your offerings accordingly. A good example is in the printing industry. With people working remotely, many businesses turned to cloud-based workflows rather than paper-based processes. They are likely to stick with this mode of operation.How will the office printer supply companies survive? Identifying companies that require secure home printing solutions for their employees is one way to do it. Or, they can partner with other vendors such as laptop sellers to offer an office-in-a-bundle solution for businesses. Naturally, more research and thought are needed, but these are some ways businesses need to think along if they want to stay afloat.Cold CallingCold calling is an effective technique that has endured through the years, mainly because it generates activity for sales teams to build pipelines. Does it still work in 2022? Yes, the basics remain, but you'll need to keep in mind that the business landscape has changed. Companies have let go of staff and cut expenses to keep from going under. Like you, they are also adapting to a new way of doing business.If you want to make your cold calls effective, prepare. Research your prospects carefully. Go beyond the LinkedIn profiles and look at the challenges their industry is facing. If you know someone who can give you more information about your prospect, even better. Once you identify their challenges, look for ways that your business can add value to them.You'll have around 20 seconds to make an impression on your prospect, probably less if your contact is still working from home. So make the call about them. Be clear on who you are and how you can help them achieve their goals.Here's a great opening script:"Hey _______, it's _______ from XYZ, how have you been?" pause for responseThis tone is friendly, unlike most sales calls. It draws the listener into the conversation. "Thanks for taking my call. Can I tell you quickly why I'm calling then you can let me know if we can continue talking? In their mind, the prospect will think, well this is will be short so I can listen. You have a commitment right there. Now, wow them. Add Video to Your Content Marketing StrategyVideo is popular, informative and attracts over 70 percent of the total internet traffic. If it feels awkward and unnatural being in front of the camera, practice, practice, and practice
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