Here's how you can effectively prospect high-value clients in Sales Prospecting.

Prospecting lacks impact when the “Point of view” lacks depth. Abraham Lincoln once said “give me 3 hours to chop down a tree, and I’ll spend the first two hours sharpening the axe” the majority of prospecting falls short because sellers lack a structured approach to formulating a strong “Point of view” - initial outreach then fails to convert into meetings because there was not sufficient substance behind the outreach message. If “High Value” prospecting is the goal the focus on “value” needs to be two-fold. The prospect needs to be of “value” to the seller and the message needs to be of “value” to the prospect. Sellers tend to ignore the latter when it should be the focal point of the task.

In the path of prospecting clients, research is like the egg hunt for Easter. Always try to have information and know who you are talking to, and get a smile from them asap

It is essential to know our potential customers and maintain continuous contact to build a solid relationship. It's not just about selling; it's crucial to deliver quality and satisfaction.

Creating collaborative articles is a fantastic way to blend different perspectives and expertise into one cohesive piece. Here’s how it usually works: 1.Initial Planning - Topic and outline 2.Role Assignment - task distribution and accountability 3.Research and contribution - shaping the article 4.Review and Editing - facts checking 5.Revision - Final agreed draft 6.Publication and feedback - Helps in future collaboration

Commencez par définir clairement vos cibles. Les clients de grande valeur sont ceux qui apportent le plus de bénéfices à long terme à votre entreprise. Utilisez des critères spécifiques tels que la taille de l'entreprise, le potentiel de dépenses, et l'alignement avec vos offres. Une segmentation précise vous permettra de concentrer vos efforts sur les prospects les plus prometteurs.

Une recherche approfondie est cruciale pour comprendre les besoins et les défis de vos cibles. Analysez leurs rapports annuels, suivez leurs actualités, et examinez leurs profils sur les réseaux sociaux professionnels comme LinkedIn. Plus vous en saurez sur eux, plus vous pourrez adapter votre approche de manière pertinente. Par exemple, si vous remarquez qu'une entreprise se développe rapidement dans un nouveau marché, vous pouvez leur proposer des solutions spécifiques à cette expansion.

In the sales process, we must determine if the client is ready to buy and if what we offer truly meets their needs. It's crucial to delight the client by showing how our product or service is essential for them, focusing on a presentation that goes beyond selling, aiming to solve their pain points. Understanding these pain points well is key to delivering a spectacular experience.

Researching who you are talking to is one of the most important parts of prospecting. Don't waste your time talking to people that will never buy or qualify. Also don't waste too much time researching the company after you know they may be a good fit. You could talk yourself out of reaching out to someone and miss out. Just pick up the phone and call. The worst they can do is say no.

En matière de prospection commerciale, c'est un process clé pour trouver, attirer (séduire) et transformer des prospects en clients. Cela demande de la précision, des compétences relationnelles interpersonnelles et une bonne connaissance du marché "ciblé". C'est crucial de sélectionner méticuleusement les prospects clés, on adapte nos approches à leurs besoins "spécifiques", et de bâtir des relations durables fondées sur la confiance et la création de valeurs et de valeur ajoutée.

Opino que la clave para convertirlos en socios a largo plazo es la profundidad y calidad de la investigación que realizamos sobre ellos. Comprender en detalle su modelo de negocio, los retos específicos de su industria y los objetivos personales de quienes toman las decisiones es fundamental. Este conocimiento nos permite personalizar nuestro enfoque y destacar no solo como vendedores, sino como verdaderos socios estratégicos que ofrecen soluciones a medida.

Convey high value to acquire high value clients as customers. There is a direct correlation between how highly you perceive a client's value and how highly the client values their own time. You might only get one email, one phone call, or one handshake to communicate this value. This requires preparation and research. Align your solution with a specific problem that the client or their colleagues have directly mentioned, and don't beat around the bush in an attempt to develop rapport before getting to your point. A high-value client will appreciate a high-value proposition if it is well-articulated, relevant, and solves a problem.

La personnalisation est la clé pour capter l'attention des clients de grande valeur. Créez des messages qui parlent directement de leurs défis et de leurs objectifs. Évitez les généralités et montrez que vous avez fait vos devoirs. Par exemple, au lieu de dire "Nous pouvons vous aider à augmenter vos ventes", dites "Nous avons aidé des entreprises comme la vôtre à augmenter leurs ventes de 20% en utilisant notre solution XYZ".

In a conversation with the customer, it is important that we know exactly who we are talking to and show that we are there to make them feel welcomed. Whether through a WhatsApp message, email, or phone call, we must demonstrate that we fully understand their needs and are committed to helping find a short-term solution.

Utilizing the insights gained from thorough research, I craft messages that resonate deeply with the specific pain points, aspirations, and challenges faced by high-value prospects. This tailored approach demonstrates that I am attentive to their unique circumstances and focused on providing solutions that address their immediate needs.

1. Find out customer's must win battles / strategic initiatives / tactical pains that prevent them to execute their strategies. 2. Ask yourself: what pain point my solution resolves? What happens if it's resolved? What happens if not? What's the financial / social impact? What happens if customer doesn't do anything? 3. Summarize your business value into 30 seconds cold call pitch. Summarize your prospecting emails into very brief templates. 4. Contact customers. a) verify that you understand what they're trying to do b) name drop the customer you've already helped c) explain, how you can help them with resolving tactical or strategic pains. 5. Gather feedback. Fix your pitch. Repeat.

Construir um relacionamento genuíno com o cliente é fundamental para aumentar as chances de venda. Demonstrar interesse real pelas necessidades e desafios do cliente cria confiança e lealdade. Investir tempo em conhecer cada cliente permite oferecer soluções personalizadas, tornando o processo de venda mais eficaz e significativo.

Building a relationship with the customer involves various techniques. For example, personalized service can be extremely effective, as it shows the customer that their specific needs are understood and valued, facilitating the prospecting process and increasing the likelihood of conversion.

Une bonne relation commerciale passe avant tout par des échanges humanisés. Les clients recherchent une relation ultra personnalisée et de confiance (mutuelle). Il est primordial de respecter ses engagements, il ne faut jamais promettre quelque chose que nous ne sommes pas en mesure d'offrir. La clé de la confiance est basée sur la transparence et l'honnêteté. Ecoutez ses clients, et comprendre ce qu'ils désirent et recherchent est également la base pour établir de bonnes relations. Il faut semer, attendre (la patience) pour éventuellement récolter...

Dans mes relations professionnelles axées sur le business, j'ai toujours encouragé mes collab à être authentiques, transparents et proactifs dans nos interactions, afin de renforcer la confiance en notre capacité à tenir nos engagements.

Bâtir des relations solides est essentiel. Prenez le temps de rencontrer vos prospects en personne ou via des appels vidéo. Montrez de l'intérêt pour leur entreprise et leurs objectifs. Participez à des événements de l'industrie où vous pouvez rencontrer des décideurs clés. En établissant une relation de confiance, vous augmentez vos chances de conversion.

Uma indicação pode fazer uma enorme diferença no processo de prospecção e vendas. Clientes recomendados por terceiros de confiança tendem a ter maior predisposição para ouvir e considerar nossas ofertas. Isso não apenas facilita o primeiro contato, mas também aumenta a credibilidade e confiança no nosso produto ou serviço. Além disso, uma indicação bem-sucedida pode gerar um ciclo positivo de novas recomendações, ampliando nossa base de clientes de forma orgânica e eficaz.

You can be lousy seller but if you have great referrals, you will win. One simply can't ignore the power of referrals. But nobody does this: 1. Book time from your calendar (1h / week etc.) 2. Call to your customers and ask for referral. Create list of customers who're interested in recommending you. 3. Arrange something fun to thank your customers. Do this and your sales will change.

Les recommandations peuvent ouvrir des portes que le démarchage à froid ne peut pas. Demandez à vos clients actuels de vous recommander à d'autres entreprises. Vous pouvez également collaborer avec des partenaires stratégiques qui peuvent vous présenter à des prospects de grande valeur. Par exemple, si vous travaillez dans le secteur technologique, une entreprise de logiciels complémentaire peut vous recommander à ses clients.

When closing a deal with a client I would give at least 3-6 months so they can see a real benefit of using the product. What I've seen is people asking for referral and success story too early after onboarding the client which leaves a negative feeling for the client.

Aprovechar las referencias Las referencias son herramientas poderosas al prospectar clientes de alto valor. Una recomendación de una fuente confiable puede abrir puertas difíciles de alcanzar. Supera las expectativas de tus clientes actuales para que sus endosos te ayuden a establecer nuevas relaciones valiosas. No dudes en solicitar referencias una vez que hayas demostrado tu valía, ya que pueden ser cruciales para expandir tu red de contactos de alto valor.

Being strategic with your follow ups is super important: -You don't want to waste your tie or their time -Using multiple kinds of touch points -Make sure to be a real person and create real connection -Be valuable from the start, even if it's just a nice conversation -If you don't follow up, they will move on with out you -If you follow up too much, you will be annoying -Make sure to utilize CRM's that keep track of your history, send reminders, have automated emails.. things like this -Don't get stuck on someone who doesn't answer after 10 calls

Nuestro enfoque estratégico para el seguimiento. 1. Puntualidad: Comunicación puntual en el momento que más se necesita. 2. Personalización: Únicamente en función de sus necesidades e intereses específicos. 3. Valor: Solución a problemas reales. 4. Persistencia: Seguimiento a proceso ya iniciados. 5. Comunicación multicanal: Utilizamos LinkedIn, Facebook, Instagram, X, WhatsApp, correo electrónico y otras vías de comunicación. 6. Próximos pasos claros: Siempre conocerás el plazo y los avances en nuestra prestación y venta. 7. Escuchamos: Comunicación de ida y vuelta, atentos a tus necesidades. Recordándote que estamos para ti.

Seguimiento estratégico El seguimiento es crucial para convertir prospectos de alto valor en clientes, pero debe ser estratégico. Evita bombardeos de llamadas y correos; en su lugar, ofrece valor en cada contacto. Comparte noticias relevantes, insights o invitaciones a eventos de interés. Tus seguimientos deben resaltar tu experiencia y compromiso con su éxito, sin resultar intrusivos, reforzando así tu posición como un socio confiable y atento.

Continuously refine your prospecting approach based on feedback and results. Stay adaptable and be willing to adjust your strategies to better meet the needs of high-value clients. Invest in ongoing learning and development to stay ahead of industry trends and maintain a competitive edge. Consider leveraging advanced technologies, such as AI and data analytics, to gain deeper insights and optimize your prospecting efforts. Additionally, maintain a strong focus on building a personal brand that reflects your expertise and trustworthiness. By staying proactive and innovative, you can enhance your ability to attract and retain high-value clients.

Know that the market is dynamic, so continues learning, research and development is a must. To keep rocking you shouldn't stand still.

Esto es lo que hay que tener en cuenta Además de las estrategias específicas, considera incluir ejemplos, historias o ideas adicionales que refuercen tus puntos anteriores. Comparte casos de éxito, testimonios de clientes o anécdotas que demuestren tu capacidad para generar resultados. Estos elementos pueden proporcionar una perspectiva valiosa y añadir una dimensión humana a tu enfoque, subrayando tu experiencia y la eficacia de tus métodos.

La stratégie, la stratégie et la stratégie ! Établir et développer un réseau nécessitent en amont un ciblage précis et une projection de la valeur ajoutée que vous pouvez apporter. Les nouvelles technologies sont un outil incontournable aux multiples facettes qui vous permettent de générer un lien qui s’inscrit dans la durée . La construction d’un réseau , son optimisation et son suivi exige de la rigueur et de la régularité. Linkedin pour ce faire est un élément incontournable !