Prospecting for corporate clients begins with research and, ideally , should lead to a well-placed call and scheduling of a meeting.
To clarify all the steps, we have created a simple step-by-step guide on how to attract corporate clients. Check it out and learn what you can do to increase your sales!
1. Search for information about your contact in corporate prospecting
When you call a company to prospect for new customers by phone without knowing basic information about your contact, such as name and position, there is a high chance that the secretary will block your call and request that you send an email. This is because you will probably be identified as just another supplier wanting to offer products.
For this reason, research your contact. LinkedIn is medical practice email list a great tool for finding information about them. Through the advanced search filter, for example, the platform allows you to search for contacts by name, position, company, region, etc.
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2. Don't talk too much about your company
The biggest mistake when trying to get corporate clients is spending too much time trying to sell your company, saying how good it is, how many clients it has and how long it has been in the market.
On a corporate prospecting call, you don't have time to waste on irrelevant information that isn't appealing to your target customer.
Identify the main and differentiating information about your company and use it in your speech. For example: “Good afternoon Ricardo, I am from the Business Unit of TecnoAgro, a leading company in the Agribusiness software market.”
This information is enough to introduce your company and generate impact for your speech. Through it, the client already identifies that your company is large, has several clients and is consolidated in the market.
If this is not the case for your company, identify a phrase that best defines your company's competitive advantages.
3. Have a speech specific to the client's area of activity
Generic speeches like: “We have the best and most modern software solutions” do not create a difference, nor do they add value to your speech, as each company has specific needs and bottlenecks.
Ideally, before the call, research should be done on the company's line of business to adopt a speech geared towards the client's business.
An example, to make it clearer: “We help construction companies reduce costs through more assertive construction budget management.”
By showing that you know the client's business and how to help them be more competitive, they feel confident in your speech and become more noticeable when hearing about your product.
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4. Use customer cases as a reference in corporate prospecting
Now that you have your listener’s trust and attention, bring an influencer to your speech. But remember that there is no better influencer than other customers who already use your solution.