[vc_row][vc_column][vc_column_text]Los vendedores son la primera línea de las empresas, son tanto la cara de la empresa como quienes ayudan a los clientes potenciales a elegir los productos adecuados para concretar la venta y generar ingresos.

With their importance in mind, we have compiled a series of tried and tested sales tips to facilitate prospect acquisition and engagement. The first part of this series (1/3) covers the prospecting stage of the sales process and exemplifies how a customer engagement software (chatweb - chatbot) like SalesIQ can help with these tips.

Let's get started:

Know your perfect customer

Unless you communicate with the right people, your sales skills will have no impact on your conversion rate.

Research and profile your ideal customer (also known as buyer persona) by analyzing your customer base and mapping their journey.

With this, you will be able to shape your sales process, making the most of your time by contacting only your most valuable and most likely-to-buy prospects. If they don't qualify, the conversation can be shortened.

With Sales IQ real-time visitor tracking and lead scoring can save you time when vetting leads.

Automate lead generation

Time is money. Therefore, it is crucial to automate as much of the sales process as possible.

Implementing a chatbot to handle your first stage can be key. What will a chatbot be able to do? From gathering information from potential customers to answering questions or even displaying the right products based on requirements, a well-built chatbot is a great asset that allows marketers to take care of qualified leads.

Nowadays, creating a fully functional chatbot is not that complex. Zoho SalesIQ's no-code bot generator comes with a drag-and-drop interface and pre-designed blocks to create a bot flow and add responses. It's as simple as putting together a puzzle on the internet.

In addition, AI-powered chatbot can be used which is the closest thing to a human being: it understands customer queries regardless of the words used, responds using your knowledge base and can even engage in small talk.

Old and reliable: events

With so many digital avenues for prospecting, we tend to forget the importance of networking and face-to-face prospecting. Trade shows and events are still very effective lead generation tools. A study by The Tradeshow Network showed that 92% of trade show attendees participate to learn about new products and services in the market. So, while there are costs involved, it is more likely to bring you quality leads that have a higher likelihood of conversion.

IMPORTANT: the audience of the event must match your ideal customer.

Detailed information about your prospects

It is important to have a deep knowledge of your prospects. For example, in B2B companies: the role of the contact person, company's line of business, product of interest, pages visited on the website, time spent on the website, among others. This can help you make a specific sales pitch and foresee obstacles in the sales process.

If a user started their session on a new post on your blog about how to train their marketing team and then visited your training section, you'll already know how to start the conversation.

With Sales IQ you get the detailed website activity of your leads along with timestamps and chat history, so you'll be better prepared to take them through the sales funnel.

Dedicate periods of time to each sales activity

Block out time slots to focus on one activity (chats, calls, emails, proposals and more) at a time. This helps you get into the rhythm and perform them more efficiently, leading to higher sales volume. Google Calendar's Focus time can help.

Being present at the right time

If you've read about sales, you won't be surprised to hear again that you're more likely to make a sale when the prospect is actively thinking about his or her needs.

Finding the solution to your problems at the ideal time is the great challenge.

Every minute on the website results in a decrease in interest, so don't wait until you're off task to initiate contact. Set up chat triggers on your website on high-intent pages with relevant messages based on the visitor's stage in the sales funnel.

How to do it?

Don't scare them with messages as soon as they reach a page. Set the chat activation time optimally: 20 seconds for first-time visitors and 30 seconds for repeat visitors.

Calling from a local number

You may know all the secrets to closing the sale, but unless you communicate with your prospect, all the sales techniques in the world won't help. If the number on your prospect's phone is detected as spam, a toll number or a long distance number, they are less likely to respond. You have a better chance of getting through if they recognize the area code.

Getting local IP telephony that integrates with Zoho applications can solve the issue.

Perform follow-ups

Don't be discouraged by an unanswered call. A clear and concise email can help you get back in touch. Think about the person's interests, their problems and how you can solve them. In this way, offer them a call to talk about it, at the time they decide.

Today we have covered the initial stages of the sales process: knowing your ideal customer and initiating contact. Would you add any more tips? Let us know. In the coming weeks we'll continue to write about more proven sales tactics to drive conversions.  

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