4 tips for data-based sales prospecting

4 tips for data-based sales prospecting

Reading time 5 minutes

Anyone who believes that success in sales lies solely in the power of persuasion and not in the correct use of information should think again. According to McKinsey, companies that use data for their sales strategies have 5 or 6 % more profits than their competitors.

More than a strategy based on perceptions, using statistics to optimize your sales process will be the key to your company's success.

If you're wondering how to do it, today's your lucky day. Here are 4 tips you can start applying right away to boost your strategies according to proven data.

1. Time is everything

According to Tellwise, the average buyer receives more than 100 emails a day, opens only 23 of them and clicks on only 2. This is one of the reasons why prospecting can be complicated, if you don't pay attention to the statistics.

Here are some of RingDNA's details:

  • The best times to send mail are 8 am and 3 pm.
  • Mails sent on Thursdays have a higher opening rate.
  • The worst days to call a prospect are Mondays from 6 am to 12 m, and Friday afternoons.

>>5 reasons why your prospects don't buy from you

To make the most of your time, you can apply 2 strategies:

Write the text and save the answer as default

Saving your answers will make it easier for sellers to customize their emails. By having a template, they will only have to edit certain details according to each prospect, such as their name and other data that may be useful.

Customization will increase clickability by 14%, and conversion by 10%. So in addition to saving time, you'll improve your success rate.

Program the mails

You don't have to run next Thursday at 8 am to send out your entire mailing list. It is better to schedule them to be sent at a particular time, so the process will be easier and faster.

101 sales qualification questions
that you should implement.

2. Building trust

According to Salesforce, 90% of companies only buy from companies they trust, so it's necessary to build an environment in which your company's authority in the industry, its knowledge, and its achievements are demonstrated; to create a space of trust between you and your prospect.

The statistics are clear on this:

  • 83% of customers are comfortable referring companies after a positive experience, according to Texas Tech University.
  • Representatives are 70% more likely to achieve unexpected sales if they join LinkedIn groups, according to Vorsight.
  • Customers are 4 times more likely to buy when referred by a friend, according to Nielsen.

When using social networks to locate potential prospects, it is important that you do your research and identify this data:

a. What university the prospect went to or what his background is.

b. Where he grew up.

c. The topic you are talking about on your personal blog (if applicable).

Finding this information on their profile will help you to start a conversation more easily, directed towards topics you know are of interest to them.

>>12 easy ways to find leads online

3. Send valuable content

DemandGen Report found that 95% of companies choose solutions from companies that provide "rich content to help them through every stage of the purchasing process.

This is what the statistics say:

  • 57% of the buyer's journey is completed before the prospect talks to the sales team, according to the Corporate Executive Board.
  • 68% of buyers feel more confident about a brand after seeing content pieces, according to iMedia.
  • 82 % of buyers see at least 5 pieces of content before agreeing to purchase, according to Forrester.
  • When creating content, take into account that 63 % of the audience remembers more clearly the information that is told in the form of a story, over and above the raw data as statistics. You can benefit from testimonials and case studies.

4. Be persistent

Scripted ensures that 44% of sales reps give up after the first follow-up. When it comes to sales, patience is a virtue, and each follow-up is a new opportunity to nurture your prospects.

The statistics say this:

  • 80% of sales require 5 follow-up calls after the first meeting, according to The Marketing Donut.
  • Only 2% of cold calls make it to a meeting, according to Lap Job.
  • 93% of converted leads are achieved after 6 attempts, according to Velocify.

By being consistent, you will be able to accompany your prospects during their journey through the shopping funnel and learn more about their needs and how your service can help them. Keep a clear schedule for the next mail or call.

>>How to use the questions to boost sales?

Definitely, creating strategies that are not based on statistics is synonymous with working under perception, and this is usually not effective. Start boosting your sales cycle now with this data we collect for you.

At Innova Marketing Solutions we are ready to support you in creating efficient action plans adapted to your business .