Practical Tips for Digital Prospecting
MTI Selling
How do I approach my potential B2B customer?
When moving to the tactical part of our prospecting strategy, you can lose focus and make mistakes that cause our search for customers to be unsuccessful.
In MTI Selling, we always prospect following a strategy that does not fail and that meets key criteria to build trust, and today I want to share it with you:
In order to connect and build trust:
- Show appreciation: It is essential to create a link to show that you value and consider the contact.
- Show interest: You can’t help someone you don’t care about. Ask about their activity and their challenges.
- Write your elevator pitch: In broad terms, tell them how you support their target market in producing outcomes.
- Closing: Reinforce that you are interested by saying that you will be aware of their activity.
In order to prospect and build trust:
- Personalize and humanize: Call the person by name, ask them how they are doing. Don’t forget that you are talking to a human and you are too.
- Be curious: Ask them and mention something about their activity that you previously reviewed or some news from their company.
- Detect the need: Ask if they’re facing any challenges currently in their work area, so that you may detect their pain.
- Offer them a real benefit: Tell them about your service (solution) and how it would help them in their need (benefit).
- Ask and let go: Ask whether they are interested or leave a link with a CTA where they can learn more.
To be considered: Go from less invasive to more invasive: until getting the person to give me his/her email or cell phone. That is why it is recommended to make contact by LinkedIn first.
You can also start making contact by another means and use LinkedIn to track and search for other contacts in the account.
Did you find this article helpful? Share it with someone who may find it interesting!
If you want to know how in MTI Selling we can support you with our strategies of demand generation and positioning with tailored digital selling, I invite you to watch this video and follow us on YouTube and LinkedIn.
