Do you feel like you spend too much time searching for new leads and not enough time actually selling? Then this article offers five useful tips on how to shift your focus toward more productive sales activities and reduce time spent on prospecting.
Leverage recommendations from your current clients
According to LinkedIn Pulse, your existing clients can be a valuable source of new contacts. Within their personal and professional networks, they often know people who could be ideal clients for you. Develop a method for gaining access to these contacts—such as a referral program that rewards clients for introducing new leads.
Explore opportunities to use automation
AI and automation can assist with routine tasks as well as lead generation. Use modern software tools and CRM systems, and look for ways automation can support you in identifying and reaching out to new prospects.
Build a strong personal brand on LinkedIn
Do you want to be recognized as an expert in your field and have people approach you directly? Then you need to build a strong personal brand, especially online—and primarily on LinkedIn.
Focus on quality rather than quantity
You might be spending excessive time on prospecting simply because your success rate is too low. One possible solution is to concentrate on finding high-quality leads instead of targeting a large number of potential customers.
Increase your focus on upselling
“Upselling” refers to the sales approach of offering existing clients additional products or services. Review your current client base and identify opportunities to present relevant offers that can expand the value of your existing relationships.
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