It pays to be proactive as a promo pro. This simply means that instead of waiting for people to come to you, you reach out to them first. When you’re proactive rather than reactive, you control the pace and direction of the discussion. It’s a way to spark conversations and build trust in a way that resonates with people.
Leadfeeder’s Sanjana Murali says you can master the skill of proactive selling, and it starts by preparing before even thinking about reaching out to a prospect. In this issue of PromoPro Daily, we share her ideas for being proactive in a way that feels natural and effective.
- Conduct in-depth research. Make sure you understand the prospect’s needs and pain points. This way, Murali says you can intelligently share how your solution can help. Do a deep dive on their industry to develop a clear understanding of the challenges they face in their day-to-day operations. She also suggests researching their competitors, their unique value proposition and how they position themselves in their market.
- Use customer journey mapping. As part of your proactive sales strategy, Murali advises putting yourself in the prospect’s shoes. This is where customer journey mapping comes in. She says it’s a systematic procedure that aims to establish a deep understanding of how customers behave, feel and act throughout the customer journey.
- Leverage predictive analytics. According to Murali, it can be a real game-changer when you use predictive analytics to anticipate where the market is going. She says it’s all about spotting developing trends and evolving behaviors so you can take advantage of them before your competitors do. It’s a complex field, but basically, the algorithms involved use historical data in combination with core market indicators. Based on this data, they predict future trends in the market.
- Personalize the outreach. People typically respond well when someone is committed to providing an engaging experience. It doesn’t matter if they’re interacting with a barista in a coffee shop or buying a car. It’s all about the individual, Murali says, so make sure you’re well briefed about your prospect’s individual history and preferences. Tailor the conversation to meet what makes them who they are, and you’ll be much more likely to elicit an enthusiastic response.
- Ask open-ended questions. Starting a conversation is a good first step when you want to be more proactive, but you also need to see it through productively. One way to do this is by asking open-ended questions, Murali says. This is because it nudges the conversation forward and encourages the other person to engage.
- Focus on customer success. A proactive sales approach doesn’t end when the client converts. Instead, Murali says conversion should just be the starting point of an ongoing relationship. Take time to understand how they use promo and give them additional guidance or resources when needed.
When it comes down to it, proactive selling is about intention. It requires showing up prepared and asking thoughtful questions. This is how you can build genuine connections instead of coming off as just another salesperson.
Compiled by Audrey Sellers
Source: Sanjana Murali is the content marketing manager at Leadfeeder.
