Successful Strategies Sales Reps Use to Get Conversions
We all get calls and emails from sales reps trying to move us through their pipelines toward a close.
Their tactics and strategies have resoundingly worked on members of VSA’s team. We’ve purchased everything from wireless headsets to staffing services.
But what is it that actually makes us want to buy?
Why Prospects Consider Purchasing from an Inside Sales Rep
The telephone rep identifies a pre-existing need.
In most cases, the prospect has a pre-existing need and has already begun thinking about purchasing the product or service. But often they likely haven’t started shopping. When the rep calls, the prospect is ready to listen.
They establish a bond, even over the phone.
A successful sales rep can establish an immediate bond to build rapport with the prospect. This is often difficult over the phone, but a good rep can match voice tones and speed to mirror the prospect, creating a sense of commonality.
Creating a bond is critical. The prospect should feel comfortable with the rep and view them as professional and friendly.
They provide a clear benefit to the prospect.
A good inside sales rep always provides a strong value proposition the prospect can understand immediately. This value proposition contains an emotional, a strategic, and a financial element. This might include:
- Financial benefits and ROI
- Ability to attain company goals more quickly
- Greater certainty about fulfilling personal obligations
They made repeat calls and sent multiple emails.
In our experience, successful reps pursue a prospect over multiple months, scheduling call-backs for exactly when they’re requested. The rep understands when the prospect requests more time to consider and asks to call back at a later date.
What We’ve Learned from Our Own Experience with Sales Reps
Meanwhile, our personal experiences serve to reinforce the following key mantras of B2B phone and email lead generation:
- The list is the most important predictor of success. At VSA, we make all efforts to target those prospects most likely to need our clients’ products and services.
- It’s often a numbers game. We know a certain percentage of prospects will need our services, so we keep calling until we find them.
- When we talk, we sound professional.
- We establish a rapport with each prospect and make them feel comfortable.
- Our reps quickly communicate ‘what’s in it’ for our prospects.
- VSA reps are persistent. They follow up. They send emails and make second and third rounds of calls, ensuring that our clients stay top of mind.
- When prospects don’t agree to an appointment, we don’t consider this a personal rejection. We accept that there likely wasn’t a strong enough fit.
- Most importantly, we take risks and embrace ‘no’s.’ If we have the ingredients above, we know we will find prospects who will set appointments with our clients!