Don't sell on the first contact
Posted: Mon Feb 17, 2025 6:46 am
Okay, that’s not a rule. Some products may benefit from a hard-sell approach that focuses on selling from the first contact. B2C sales that prioritize volume, for example, often need to get straight to the point.
But in general, prospecting should follow the path of building relationships with prospects to earn their trust. People want to be heard and given relevant information more than they want to be pushed into buying every time.
HubSpot research has shown that this is what consumers expect from retailers to have a better buying experience :
Hubspot research on sales prospecting
Source: HubSpot
Therefore, the first contact should be more friendly. Whether by email or phone, use the following tips:
emphasize that you contacted them to help, not to sell;
customize your approach with the information you've already gathered ;
be relevant and offer solutions to the prospect's needs;
Humanize your speech and avoid standardized uganda phone number list phrases (which sound more like a robot).
Remember, it's time to establish a connection. So if you want to build a relationship of trust, you need to show that you care more about the prospect's success than your sale.
Build your credibility
When building relationships with potential customers, the salesperson should be seen by them as a reliable source for answering questions. Even after the sale, the customer often comes to the salesperson to resolve a problem.
Therefore, the seller must develop his credibility to convey trust.
To do this, you can explore social media and participate in communities and forums in your area of expertise. LinkedIn, in particular, can help you build your professional image. Participating in events and taking advantage of them to network are also efficient ways.
So when you stop being just a salesperson and become a reference for prospects, you're more likely to close the sale and get referrals.
But in general, prospecting should follow the path of building relationships with prospects to earn their trust. People want to be heard and given relevant information more than they want to be pushed into buying every time.
HubSpot research has shown that this is what consumers expect from retailers to have a better buying experience :
Hubspot research on sales prospecting
Source: HubSpot
Therefore, the first contact should be more friendly. Whether by email or phone, use the following tips:
emphasize that you contacted them to help, not to sell;
customize your approach with the information you've already gathered ;
be relevant and offer solutions to the prospect's needs;
Humanize your speech and avoid standardized uganda phone number list phrases (which sound more like a robot).
Remember, it's time to establish a connection. So if you want to build a relationship of trust, you need to show that you care more about the prospect's success than your sale.
Build your credibility
When building relationships with potential customers, the salesperson should be seen by them as a reliable source for answering questions. Even after the sale, the customer often comes to the salesperson to resolve a problem.
Therefore, the seller must develop his credibility to convey trust.
To do this, you can explore social media and participate in communities and forums in your area of expertise. LinkedIn, in particular, can help you build your professional image. Participating in events and taking advantage of them to network are also efficient ways.
So when you stop being just a salesperson and become a reference for prospects, you're more likely to close the sale and get referrals.