The Secrets of Prospecting Ninjas
by Ralph Barsi
ninjaNinjas are experts in ninjutsu, which is a technique in espionage. Espionage is the practice of collecting information and gathering intelligence.
Today?s sales world requires superior, relevant, and timely information about prospective accounts and key contacts. To master this effort, salespeople should model the ninjas.jill
Jill Konrath is recognized across the globe as an expert sales strategist. Last week, Jill teamed up with InsideView to broadcast a webinar and share the Secrets of Prospecting Ninjas:
PROSPECTING NINJAS HAVE MAXIMUM IMPACT
They slash time to the initial meeting
They chop months off your sales cycle
They eliminate competitors
They catch the incumbent sleeping
They prove themselves to be a worthy resource
PROSPECTING NINJAS ACCOMPLISH THESE FEATS BASED ON INSIGHTS
Salespeople that have insights on their prospects have an advantage. According to Craig Elias, the creator of Trigger Event Selling, insights from company and people alerts see a 24%-32% lift in response rates.
Insights and intelligence must come from thorough (but smart) research. InsideView harvests critical insights on companies, buyers, connections, and industries, to name a few.
Once you gain insights on? Make sure to also uncover?
The company How did it perform last year? The last 5 years?
The buyer(s) What recent purchases did the company make? How?
Your connections Do you or does a colleague already know the prospect?
The industry What challenges does it face? What trends does it experience?
Jill makes The Buyer?s Matrix available online and in her most recent book, SNAP Selling, to guide salespeople through the buying process. You can download The Buyer?s Matrix here: http://bit.ly/how-to-prospect.
PROSPECTING NINJAS USE TRIGGER EVENTS
Trigger events are internal or external changes that influence an organization?s priorities. When trigger events occur, and you?re aware of them, they can bring forth big opportunities for you. Jill unveiled some common trigger events, and highlighted what InsideView calls ?smart agents:?
Trigger events? Uncover ?tells??
Leadership changes New decision maker might mean new strategy & new priorities
Earnings results Poor earnings might create opportunity for your offering
Competitive moves Companies don?t like to be beat by their competitors
New strategic initiatives Initiatives often come with urgency that could expedite buying cycles
NINJAS USE A FORMULA
When the rubber meets the road, prospectors must engage with relevance. This means that messaging must be right on point -- whether done via email, voicemail, by phone, or in person. A study by UNC?s Kenan-Flagler School of Business uncovered that 92% of prospects do not answer their phones or emails.
PROSPECTING NINJAS SEND KILLER MESSAGES
Using newly-captured insights, and knowing the right person to contact, ninjas:
Build credibility
Pique curiosity
Close graciously
And guess what? Prospecting ninjas get responses to their messages!
NINJAS DON?T QUIT
The business world constantly changes, often by the hour. Unless you keep your finger on the pulse ? by monitoring insights, leveraging connections, and watching for trigger events ? the prospecting ninjas will leave you behind