{"id":39261,"date":"2021-11-29T11:30:39","date_gmt":"2021-11-29T11:30:39","guid":{"rendered":"https:\/\/act.com\/?page_id=39261"},"modified":"2023-01-12T11:45:40","modified_gmt":"2023-01-12T18:45:40","slug":"sales-prospecting","status":"publish","type":"page","link":"https:\/\/products.act.com\/en-gb\/sales-prospecting\/","title":{"rendered":"Sales prospecting"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"39261\" class=\"elementor elementor-39261\" data-elementor-post-type=\"page\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-48d3a2 topSctGlb elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"48d3a2\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;gradient&quot;}\">\n\t\t\t\t\t\t\t<div class=\"elementor-background-overlay\"><\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-29a37398\" data-id=\"29a37398\" data-element_type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3c0605a0 elementor-widget elementor-widget-heading\" data-id=\"3c0605a0\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.20.0 - 26-03-2024 *\/\n.elementor-heading-title{padding:0;margin:0;line-height:1}.elementor-widget-heading .elementor-heading-title[class*=elementor-size-]>a{color:inherit;font-size:inherit;line-height:inherit}.elementor-widget-heading .elementor-heading-title.elementor-size-small{font-size:15px}.elementor-widget-heading .elementor-heading-title.elementor-size-medium{font-size:19px}.elementor-widget-heading .elementor-heading-title.elementor-size-large{font-size:29px}.elementor-widget-heading .elementor-heading-title.elementor-size-xl{font-size:39px}.elementor-widget-heading .elementor-heading-title.elementor-size-xxl{font-size:59px}<\/style><h1 class=\"elementor-heading-title elementor-size-default\">Sales Prospecting<\/h1>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4375049a elementor-widget elementor-widget-text-editor\" data-id=\"4375049a\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.20.0 - 26-03-2024 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#69727d;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#69727d;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<p>Use these sales prospecting techniques to build consistent revenue<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0632566 elementor-align-center elementor-widget elementor-widget-button\" data-id=\"0632566\" data-element_type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/www.act.com\/en-gb\/trial\/act\/\" target=\"_blank\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t<span class=\"elementor-button-text\">See Act! in action<\/span>\n\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3c59ff49 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3c59ff49\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-774ced4\" data-id=\"774ced4\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-62d473f elementor-widget elementor-widget-text-editor\" data-id=\"62d473f\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>Two of the best sales prospectors I\u2019ve ever known worked in two completely different industries.<\/p><p>The way they prospected seemed a million miles apart. However, the techniques they used had more in common than you\u2019d think.<\/p><p>The first was the CEO of a startup.<\/p><p>A former real-estate agent, he was a natural seller. Twice a week, he\u2019d release a video on LinkedIn discussing issues relating to the industry he worked in. These videos were basic, just him talking to the camera. They also barely, if at all, mentioned the product he was selling.<\/p><p>Each video would gain a small collection of likes, comments, and reshares on the platform. These interactions were the first step in what was ultimately a very successful lead generation and prospecting strategy.<\/p><p>The second was a friend of my mum.<\/p><p>An insurance salesperson and naturally social, she would always be out and about meeting new people. Whether at sports clubs, coffee meetings, or visiting their businesses.<\/p><p>Like the CEO mentioned above, she was always genuine, and often wouldn\u2019t appear to be selling. She was simply expanding her network with the knowledge that people need insurance and, when they do, she\u2019d have a good chance of being the person they thought of.<\/p><p>Both these sales prospecting strategies were effective for similar reasons.<\/p><ul><li>First, they generated warm leads; people who the company knew had an interest in the product.<\/li><li>Second, they are perfect strategies for early in the\u00a0<a href=\"https:\/\/www.act.com\/en-gb\/sales-cycle-stages\/\">sales cycle<\/a>\u00a0when the lead is open to learning about the product but will be put off by a pushy\u00a0<a href=\"https:\/\/www.act.com\/en-gb\/sales-pitch\/\">sales pitch<\/a>.<\/li><li>Third, both prospecting techniques were part of a consistent, ongoing strategy.<\/li><\/ul><p>Of course, not everyone is a natural sales prospector. If you\u2019re struggling, read this article to discover some practical techniques you can use in your sales efforts. .<\/p><p><a href=\"#section1\">Definition: what is sales prospecting?<\/a><br \/><a href=\"https:\/\/www.act.com\/en-gb\/sales-prospecting\/#section2\">What is the difference between a prospect and a lead?<\/a><br \/><a href=\"https:\/\/www.act.com\/en-gb\/sales-prospecting\/#section3\">Sales prospecting techniques<\/a><br \/><a href=\"https:\/\/www.act.com\/en-gb\/sales-prospecting\/#section4\">Why is sales prospecting difficult for some salespeople?<\/a><br \/><a href=\"https:\/\/www.act.com\/en-gb\/sales-prospecting\/#section5\">Tools for sales prospecting<\/a><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-b9da719 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"b9da719\" data-element_type=\"section\" id=\"section1\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-f421c65\" data-id=\"f421c65\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-61735a5 elementor-widget elementor-widget-heading\" data-id=\"61735a5\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Definition: what is sales prospecting?<\/h3>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c35872a elementor-widget elementor-widget-text-editor\" data-id=\"c35872a\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>Sales prospecting is simply the act of finding leads and attempting to turn them into prospects. It has a lot in common with\u00a0<a href=\"https:\/\/www.act.com\/en-gb\/what-is-lead-nurturing-and-why-is-it-crucial\/\">lead nurturing<\/a>.<\/p><p>As you\u2019ll have seen in the examples above, there are many ways to run a prospecting strategy. All that matters is that you are creating opportunities to make a sale.<\/p><p>Prospecting can happen at events or through contacting people in your network. Many businesses now use automation tools to automate part of the prospecting process. Especially those that use an inbound marketing strategy.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-7af7097 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7af7097\" data-element_type=\"section\" id=\"section2\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-b453177\" data-id=\"b453177\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4e5dff2 elementor-widget elementor-widget-heading\" data-id=\"4e5dff2\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">What is the difference between a prospect and a lead?<\/h3>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6998c92 elementor-widget elementor-widget-text-editor\" data-id=\"6998c92\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>Prospects and leads are potential customers at different stages of the\u00a0<a href=\"https:\/\/www.act.com\/en-gb\/7-step-sales-process\/\">sales process<\/a>.<\/p><p>A lead is a potential buyer at the start of the journey. They are people or companies who have shown some form of interest in your product or service, or people that you think could be a good fit for your product that you want to reach out to.<\/p><p>A prospect is a lead that has been qualified as having a high chance of buying. The lead becomes a prospect when they are known to be a good fit for your business. They will have interacted with your company, know what you do, and have a problem that your product solves.<\/p><h4><strong>Example: How a lead becomes a prospect.<\/strong><\/h4><p>Imagine a real estate agent with a website that ranks on Google for the search term \u201creal estate agent in London.\u201d This company could\u00a0<a href=\"https:\/\/www.act.com\/en-gb\/lead-generation-strategies\/\">collect leads<\/a>\u00a0by having a free property valuation tool that sends the results to the user\u2019s email address and requests permission to contact them.<\/p><p>Once the sales team has the lead\u2019s contact details, they can begin the process of prospecting. One way they could do this would be to have a sales rep call the lead and try to set up a meeting.<\/p><p>Another is that they could put them on an automated\u00a0<a href=\"https:\/\/www.act.com\/en-gb\/what-is-drip-marketing-and-when-should-you-use-it\/\">drip email campaign<\/a>\u00a0that sends them more information about, for example, how to sell a property. It could also provide a way for the lead to request a meeting with an agent.<\/p><p>If the lead interacts with the email or agrees to a meeting, it seems likely that they would be interested in selling property. The prospecting strategy has been successful, and they are now a prospect.\u00a0<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a37f742 elementor-widget elementor-widget-image\" data-id=\"a37f742\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.20.0 - 26-03-2024 *\/\n.elementor-widget-image{text-align:center}.elementor-widget-image a{display:inline-block}.elementor-widget-image a img[src$=\".svg\"]{width:48px}.elementor-widget-image img{vertical-align:middle;display:inline-block}<\/style>\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"720\" height=\"720\" src=\"https:\/\/products.act.com\/wp-content\/uploads\/2021\/11\/seven-step-sales-process9e759be796e1633a9d88ff00001e67f5.jpg\" class=\"attachment-large size-large wp-image-39270\" alt=\"\" srcset=\"https:\/\/products.act.com\/wp-content\/uploads\/2021\/11\/seven-step-sales-process9e759be796e1633a9d88ff00001e67f5.jpg 720w, https:\/\/products.act.com\/wp-content\/uploads\/2021\/11\/seven-step-sales-process9e759be796e1633a9d88ff00001e67f5-300x300.jpg 300w, https:\/\/products.act.com\/wp-content\/uploads\/2021\/11\/seven-step-sales-process9e759be796e1633a9d88ff00001e67f5-150x150.jpg 150w\" sizes=\"(max-width: 720px) 100vw, 720px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e9d2432 elementor-widget elementor-widget-text-editor\" data-id=\"e9d2432\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>There are many ways to generate leads and begin the sales prospecting process. In the next section of the article, we\u2019ll look at some sales prospecting methods you can use.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-2495e12 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2495e12\" data-element_type=\"section\" id=\"section3\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-9ace5bf\" data-id=\"9ace5bf\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3e18af0 elementor-widget elementor-widget-heading\" data-id=\"3e18af0\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Sales prospecting techniques<\/h3>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ff172eb elementor-widget elementor-widget-text-editor\" data-id=\"ff172eb\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h4><strong>Attend events<\/strong><\/h4><p>Attending industry events can be an excellent way to introduce your product and company to potential customers. At these events, people will generally be more open to networking than if you turned up on the door of their company one day trying to set up a meeting.<\/p><p>To prospect at events effectively, you should research which companies will attend. This will allow you to plan how to contact them. Consider trying to set up an appointment at the event in advance, or letting key prospects know you will be attending and where they can find you.<\/p><h4><strong>Publish thought leadership<\/strong><\/h4><p><a href=\"https:\/\/www.act.com\/en-gb\/b2b-content-marketing\/\">Publishing thought leadership<\/a>, whether on a blog, LinkedIn, or a platform like Medium can establish yourself as an authority in your industry. Building relationships with people who comment or interact with the post can be an effective form of prospecting.<\/p><p>You also use content to generate leads by directing people visiting your site towards helpful downloadable content they can access in exchange for their contact details.<\/p><h4><strong>Network on social media<\/strong><\/h4><p>Many industries have active groups on social media that people can use to network. The key to using these groups properly is to be sure you don\u2019t spam them with your sales pitch.\u00a0<\/p><p>Instead, focus on becoming a valued member of the community and use that to introduce yourself and your product. If you are interacting with the right audience, people will see your interactions and may end up looking at your business profile.<\/p><h4><strong>Keep in touch<\/strong><\/h4><p>When prospecting, it\u2019s important to keep in regular contact with leads without being overbearing.<\/p><p>Consider sending emails checking in with them or forwarding articles they may find interesting. Keep them up-to-date with what is going on at your company.<\/p><h4><strong>Use marketing automation<\/strong><\/h4><p><a href=\"https:\/\/www.act.com\/en-gb\/what-is-marketing-automation\/\">Marketing automation<\/a>\u00a0software is a useful prospecting tool.<\/p><p>Think about when someone downloads an eBook from your website. You can use marketing automation, so they are sent an email sequence telling them more about your product as soon as they download the book.\u00a0<\/p><p>If the lead interacts with your emails, it\u2019s a sign they may be interested in your product. Marketing automation tools can tell you when a lead performs actions in an email and can send a response asking if they would like to set up a call with a member of your sales team.<\/p><p>A\u00a0<a href=\"https:\/\/www.act.com\/en-gb\/lead-scoring\/\">lead scoring<\/a>\u00a0system can help you identify the stage of the buying process a lead is at. This shows you the most effective prospecting strategy to use.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-962e69d elementor-widget elementor-widget-image\" data-id=\"962e69d\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"800\" height=\"800\" src=\"https:\/\/products.act.com\/wp-content\/uploads\/2021\/11\/market-like-a-pro_110119-1.png\" class=\"attachment-large size-large wp-image-31256\" alt=\"Market like a pro with Act! CRM\" srcset=\"https:\/\/products.act.com\/wp-content\/uploads\/2021\/11\/market-like-a-pro_110119-1.png 800w, https:\/\/products.act.com\/wp-content\/uploads\/2021\/11\/market-like-a-pro_110119-1-300x300.png 300w, https:\/\/products.act.com\/wp-content\/uploads\/2021\/11\/market-like-a-pro_110119-1-150x150.png 150w, https:\/\/products.act.com\/wp-content\/uploads\/2021\/11\/market-like-a-pro_110119-1-768x768.png 768w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-205d5ea elementor-widget elementor-widget-text-editor\" data-id=\"205d5ea\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h4><strong>Host events (on or offline)<\/strong><\/h4><p>Hosting events is both an excellent sales prospecting strategy and an effective way to generate leads. Types of events you could host include conferences or a regular industry meeting.<\/p><p>Hosting a webinar is another option. This can be especially useful if you have customers worldwide.<\/p><p>A common way to use a webinar as part of the prospecting process is to set one up that discusses an industry problem and explains how your product helps solve this problem.<\/p><p>Then send an invite out to all your leads or use social media or paid advertising to promote it.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-f214ad7 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"f214ad7\" data-element_type=\"section\" id=\"section4\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-65dcd57\" data-id=\"65dcd57\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-5b155d9 elementor-widget elementor-widget-heading\" data-id=\"5b155d9\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Why is sales prospecting difficult for some salespeople?<\/h3>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-229a223 elementor-widget elementor-widget-text-editor\" data-id=\"229a223\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>For every person who is a natural prospector, there are plenty of others who find it difficult. There are a few reasons for this.<\/p><h4><strong>They don\u2019t understand the process<\/strong><\/h4><p>In many industries, the process of turning a lead to a prospect to a customer is painstakingly slow.<\/p><p>This is especially the case in B2B sales where decisions to buy often have to make it past multiple stakeholders and where budgetary constraints mean an immediate decision can\u2019t always be made.<\/p><p>Because of this, it can take weeks or months to get a new lead into a position where they are ready to be considered a prospect. Salespeople who don\u2019t understand this are setting themselves up for failure if they attempt to rush the process.<\/p><h4><strong>They aren\u2019t constantly prospecting<\/strong><\/h4><p>The number two mistake, and one that is linked to the length of the sales cycle, is when salespeople aren\u2019t constantly prospecting.<\/p><p>Look at the CEO in the example at the start of this article. He would put out two videos every week and spend a bit of time interacting with the people who reacted to the content.<\/p><p>This rarely resulted in an immediate sale. But, the constant interaction meant he was gradually pushing leads closer to becoming customers.<\/p><p>Ultimately, if you aren\u2019t constantly prospecting, by the time you get around to needing to make a sale, it\u2019s going to be far too late.<\/p><h4><strong>Fear of rejection<\/strong><\/h4><p>The very nature of prospecting is that a lot of the people you contact (or that contact you) aren\u2019t going to end up as customers.<\/p><p>The whole point is to narrow down a wide selection of leads into a smaller selection of prospects. While this can be off-putting, weeding out leads who are unlikely to buy is ultimately a positive thing as it means you won\u2019t be wasting time and resources further down the funnel.<\/p><h4><strong>Ineffective prospecting methods<\/strong><\/h4><p>Sometimes bad prospecting methods will account for a lack of prospecting success. Cold-calling leads gained from a bad list is unlikely to result in many sales. Even the best salespeople will have a hard time prospecting someone who is completely unsuitable for your product.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-e564d7d elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"e564d7d\" data-element_type=\"section\" id=\"section5\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-dc159ff\" data-id=\"dc159ff\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-67085eb elementor-widget elementor-widget-heading\" data-id=\"67085eb\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Tools for sales prospecting<\/h3>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ed64b6a elementor-widget elementor-widget-text-editor\" data-id=\"ed64b6a\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>Business owners and sales teams can take advantage of a CRM system and its marketing automation features to help with customer prospecting.<\/p><p>Marketing automation allows businesses to create effective prospecting campaigns built to turn leads into prospects and, ultimately, customers.<\/p><p>In Act! Marketing Automation, for example, businesses can set automations on the behaviour of customers. When a lead downloads a white paper, you can send them a drip-email campaign based on the topic of the book. You can then set up further action based on the customer&#8217;s response to these emails.<\/p><p>A customer that opens every email and frequently clicks on your site can be sent a campaign for customers ready to buy. Meanwhile, you can send leads that are less responsive campaigns with more information about the problems they are trying to solve.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-13e87d8f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"13e87d8f\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;gradient&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-13230e9f\" data-id=\"13230e9f\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-5197b9c8 elementor-widget elementor-widget-heading\" data-id=\"5197b9c8\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Big results. Small investment.<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3e8a4d6e elementor-widget elementor-widget-text-editor\" data-id=\"3e8a4d6e\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>Ready to take the first step?<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-52d1527b elementor-align-center elementor-widget elementor-widget-button\" data-id=\"52d1527b\" data-element_type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/www.act.com\/en-gb\/trial\/act\/\" target=\"_blank\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t<span class=\"elementor-button-text\">Try it free<\/span>\n\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Sales Prospecting Use these sales prospecting techniques to build consistent revenue See Act! in action Two of the best sales prospectors I\u2019ve ever known worked in two completely different industries. The way they prospected seemed a million miles apart. However, the techniques they used had more in common than you\u2019d think. The first was the [&hellip;]<\/p>\n","protected":false},"author":4,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"elementor_header_footer","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[],"tags":[],"folder":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v22.2 (Yoast SEO v22.4) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales Prospecting Techniques by Act!<\/title>\n<meta name=\"description\" content=\"Turning leads into sales can be a long process. Keep on top of things with these effective sales prospecting techniques.\" \/>\n<meta name=\"robots\" content=\"noindex, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales prospecting\" \/>\n<meta property=\"og:description\" content=\"Turning leads into sales can be a long process. 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