How can you find your prospects’ business numbers and emails on LinkedIn? How can you send these prospects to noCRM to ensure an efficient follow-up with your sales team?
This article goes over the key elements of the webinar we organised, a recording of which you will be able to find at the bottom of the page.
Why should you develop a sales process?
Finding prospects and their contact details, and then following up on them is all part of a sales process. The aim of this process is to close the most deals possible, in a way that you can reproduce.
The ability to reproduce your process is key, as it gives a framework for your sales teams. A process that you can reproduce can also be improved step by step.
Be aware, however, that an overly rigid process can cause a loss of responsibility, or even a loss of meaning, for your salespeople. Their work could be reduced to ticking boxes, without being invested in the actual process.
You will have to develop a simple and natural sales process, and avoid optimisation as your only priority. Also, don’t try to put too many KPIs in place, as it may hinder your team, rather than support them.
You can read more here about how to develop the right sales process to close deals.
A step-by-step runthrough of the sales process
The sales process is the joint effort of the sales and marketing teams.
The marketing team is tasked with first defining the target market, and then finding the prospects’ contact details.
Initial contact can be established either by the marketing team or the sales team depending on the situation. It will only be the sales team, however, that will evaluate the prospects.
The next step is the only “true sales step”, during which the needs and frustrations of the prospect are defined. Your salesperson will also lay out their proposition to the prospect.
The final step is the closing [link to closing sales], where the contract will be signed.
Target your prospects
Targeting prospects starts with creating your Ideal Client Persona (ICP), the companies most likely to become your clients. These companies are those that will bring you the most money and will be the most likely to use your product.
You should be well-informed about these companies, such as their number of employees, the industry they’re in, and their annual turnover. Make sure all the information is properly written down, as it will serve as the basis of your sales process.
Define your Buyer Persona
The buyer persona, your ideal client, is the person you can contact within the ICP.
Once you have figured out where you can contact them, you should find out their position within the company, their age, their preferred social media platforms, their needs and their frustrations.
The more precise the buyer persona, the more prepared you will be for the initial contact with a prospect. You will be ready to answer their objections to your product.
You should define multiple ICPs and buyer personas, each suited to a specific set of needs and frustrations.
Identify your prospects – an example with LinkedIn Sales Navigator
LinkedIn has filters to identify prospects, the first is criteria about companies, and the second is for individual profiles.
Once you have defined your filters, you can create lists of prospects fitting into your buyer personas. You should value quality over quantity – look to create a short list of prospects with potential.
Find your prospects’ business emails with Kaspr
Kaspr lets you find the emails and phone numbers of the prospects you have identified directly within LinkedIn.
- Download the plugin on Google Chrome.
- Go on LinkedIn.
- You have two options:
- Go to a prospect’s LinkedIn profile and click on the Kaspr widget to display their contact details.
- Give Kaspr a contact list in LinkedIn Sales Navigator, and then export the list of contact details.
Contact and follow up on your prospects effectively
Once you have identified prospects and found their available contact details, you will need a tool to help you follow up on each lead with ease. noCRM has been conceived for this exact use, in the aim to help salespeople with prospecting.
You thus have to transfer prospects from Kaspr to noCRM.
With Zapier, you can easily connect Kaspr and noCRM to automate this step:
- Create your Zap on Zapier: Select Kaspr and noCRM. Define an action: when a new contact is added on Kaspr, a new contact is created on noCRM.
- Create your list on LinkedIn Sales Navigator: select the filters that correspond to your ICPs and buyer personas.
- Activate Kaspr and select “Enrichment” and choose which contacts you want to export.
- Your contacts will arrive directly on noCRM.
A few prospecting tips for your sales teams
Evaluate your prospects efficiently
You need to confirm some key points about your contact:
- Who are you talking to?
- What is their job and decision-making power?
- Have you identified a need?
- Even better, is there a budget?
If the contact seems interesting, you should set up a meeting with them.
noCRM has developed a free sales script generator, to help frame your conversations with the prospects you contact.
The script generator helps your sales teams have a consistent approach, so they can all frame the conversation to get the right information. The script generator is compatible with all CRMs.
Make sure to close
The final step in the sales process is, of course, closing.
The best salesperson will make a successful and collaborative offer to a client that is just too expensive for the client.
Think about what you can offer to the client, before reducing your price. Don’t give up too early in the negotiation, as the client might think your product has less value.
If you do offer a reduction in price, make sure to get something in return, such as an immediate signature from the client.
Most of all, each phone call must achieve a goal, like obtaining additional information on the needs and frustrations of the prospect.
Watch the full webinar on how to improve your conversion rates
A good sales process is a process you can reproduce. Never forget that it’s a process split up into multiple steps.
First of all, targeting future prospects helps you guide your efforts towards the right people. Then, you need to identify your potential clients and obtain their contact details in an automated way, using tools such as Kaspr.
Once your contact lists are created and imported onto noCRM, you need to evaluate them, by understanding their needs.
All these steps will help you close more deals.
Frequently asked questions
Think about who you are talking to, their position in their company, as well as the company’s budget.
No, closing a deal follows a series of fundamental steps, all essential in making a sale.
Yes, you can find contact details automatically, thanks to softwares such as Kaspr.