‘7 Easy Ways to Take Your Prospecting to the Next Level’ – HubSpot
Lauren Hintz says, “When you’re prospecting, most buyers you encounter are in the Awareness stage of their buying journey. Therefore, your goal is not to sell them on your product. Your goal is not to get them to see a demo of your product. Instead, your goal is to educate them enough to bring them to the Consideration stage of the buyer’s journey or disqualify them as a bad fit.
You’ll see that the Awareness stage of the buyer’s journey shown below matches the same point that salespeople move from identifying good fit leads to connecting with them.
During an initial connect call or email conversation, your goal is to listen to your prospect’s goal or challenge they are exploring. You want to build up your credibility with the buyer so they trust your advice and want to spend more time with you. Highlight particularly effective and relevant content that addresses the unique perspectives of each buyer persona for your business”.
Comments are closed.
