Written By : Pitch N Hire
Mon Jul 15 2024
5 min read
There has been an increase in the practice of remote prospecting owing to the opportunity to access additional markets, save money on travel, and connect with a wider audience on social media. But what's the winning strategy for prospecting remotely in the most efficient way?
In this article, we have jotted down all the information you need about remote prospecting in 2024.
The process of remote prospecting consists of 4 components:
Why did you write this sequence? To a smaller group of listeners, you may tailor your message to their specific needs and interests. Of course, there is a decreasing return—you cannot sell to an audience of one. However, segmenting customers into personas or verticals and developing messages tailored to each is a good start.
Matching messages to segments yields the following outcomes:
What is the optimal number of touchpoints for your flow? The number is always greater than you expect. It's well accepted that the majority of prospects don't reply until at least 10 touchpoints have been made by the seller. Those low single-digit success rates are a direct result of that imbalance.
Consider your tone to increase the number of steps in your sequences. You could receive a rapid answer if you're pushy and believe they owe you anything, but it won't be the one you want. However, if it's gently persistent, you may get away with a lot of touches, which will help them get familiar with your brand. You may not be able to talk to them immediately, but your message and your brand as a vendor will begin to take root.
If this email or message were posted online, how would it look? This will deter your sales staff from going overboard with their persistence. It's always a good idea to assume the best of your customers. This is one of the important things that you should keep in mind while doing remote prospecting marketing.
An aggressive outreach cadence might irritate individuals just like a high step count does. But if you message someone twice and then go a month without contacting them, they'll likely forget you. There will be an automatic reset of the 'personal rep branding' clock. In a sense, each time you reach out, you're starting anew.
The finest cadences begin with a flurry of five touches across several channels and communications forms and then continue at a steady cadence.
Where and when are you most likely to respond? A Sunday night email may be both a benefit and a curse depending on who you're trying to reach. A rule of thumb for time may be developed by averaging enough touches and accounts and then being able to tailor it as needed.
If you use a sales enablement program, it may inform you exactly when your recipient is most likely to receive your email.
The following are some examples of timing guidelines:
For each touch, what kind of outreach strategy will you use? Emails and phone calls work well together, for example. Because you have no idea which channels your potential customer favors, it's a good idea to try a range of approaches and track which ones are most effective.
The good news is that nearly everyone in the corporate sector utilizes email, and business people get an average of 126 emails every day. In the worst-case scenario, much of it will go unnoticed since it is spam. Writing an email that evades their spam trap, a subject line and body text that passes the "Is this a genuine person?" smell test, and a clear call-to-action that encourages a response are all challenges you face.
Phone calls are the most direct technique of reaching out to customers. Asynchronous communication, like email or video, can't be used to resolve misunderstandings or objections at the moment. Calling is one of the most underutilized strategies for remote prospecting, in part due to the inherent discomfort of the process.
Your own brand, as well as a lot of information, may be easily conveyed through video. Triangular "Play" buttons on thumbnails are hard to resist, and the very fact that a video has been filmed sets an extremely high bar for quality. Emails are sent to a lot of individuals. It's rare for someone outside of the software sector to get an email containing a video created specifically for them.
Video is the most effective medium for establishing human connections and fostering trust. Even if it's only one-way communication, people get to know you when they can see and hear you. In addition, on video, you may express yourself in a way that would be presumptuous in writing. However, videos may also be shared through social media and other direct digital channels utilizing a video sales platform. This is one of the latest remote prospecting methods.
Social media may be a terrific location to add the finishing touches to your message. Knowing that it's a space for dialogue, not sales pitches, is the most important thing. Don't waste your time telling others how they should help you. Don't start with the hard sale if your prospects accept your request to connect directly with you. In addition, if you're going to post publicly, be more deliberate than simply sharing links without providing context.
So this was all about remote prospecting which you need to know about in today's digital world. So follow the points mentioned above and grow your social prospecting game.
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