The importance of assertiveness in prospecting
Posted: Sun Jan 26, 2025 8:34 am
In a highly competitive market, it is essential for businesses to optimize their prospecting strategies and techniques to increase their sales level .
In this regard, developing assertive communication with our target audience is one of the best ways to attract new customers to our brand.
How to gain new clients for our B2B business?
For a successful customer acquisition process, it is not only necessary to carry out specific actions, such as defining our buyer persona or ideal customer profile (ICP) , for example.
It is not enough to define which strategies to follow - outbound sales, referrals, networking, among others - since all of this depends on a critical aspect: assertive communication.
The idea is to understand the pain points of decision makers, in order to rcs data china communication on how our product or service can solve them.
Below we review the essential elements of an assertive prospecting technique :
Listen carefully
The basis of any assertive prospecting strategy is to listen carefully to the needs of decision-makers, which will allow us to discover opportunities and, thus, know what to appeal to during the conversation with potential clients.
In fact, 69% of buyers expect sellers to listen to their problems. The result is that they will feel that we are committed to solving their pain points.
Generate the right speech for each decision maker
This will allow us to explain in detail, but without overwhelming, how our solutions solve the prospect's needs, something essential to spark their interest.
To do this, we must be concise and direct, avoiding tedious instances or proposals that are not related to the decision-maker's requirements.
It is estimated that prospects give salespeople between 5 and 10 minutes to present a value proposition , a fact that allows us to understand the importance of approaching each potential client with the right arguments.
Along the same lines, it is important to consider that the same product can be considered by decision-makers from different areas. Identifying the pain points of each of them is the basis of any effective prospecting strategy.
For example, if our company is in charge of software development and we have two potential clients within a company - a Sales manager and a Finance manager - the arguments to use to approach each one are different, since they are different problems .
Do not press
Nothing good comes from obligation, so it is important to respect the timing of each decision maker, something key in any assertive prospecting technique.
For example, if we develop an outbound sales strategy - which involves contacting prospects through calls or emails - we must be careful not to push too hard, as we could lose a sales opportunity that only needed a little more time to materialize.
In this regard, developing assertive communication with our target audience is one of the best ways to attract new customers to our brand.
How to gain new clients for our B2B business?
For a successful customer acquisition process, it is not only necessary to carry out specific actions, such as defining our buyer persona or ideal customer profile (ICP) , for example.
It is not enough to define which strategies to follow - outbound sales, referrals, networking, among others - since all of this depends on a critical aspect: assertive communication.
The idea is to understand the pain points of decision makers, in order to rcs data china communication on how our product or service can solve them.
Below we review the essential elements of an assertive prospecting technique :
Listen carefully
The basis of any assertive prospecting strategy is to listen carefully to the needs of decision-makers, which will allow us to discover opportunities and, thus, know what to appeal to during the conversation with potential clients.
In fact, 69% of buyers expect sellers to listen to their problems. The result is that they will feel that we are committed to solving their pain points.
Generate the right speech for each decision maker
This will allow us to explain in detail, but without overwhelming, how our solutions solve the prospect's needs, something essential to spark their interest.
To do this, we must be concise and direct, avoiding tedious instances or proposals that are not related to the decision-maker's requirements.
It is estimated that prospects give salespeople between 5 and 10 minutes to present a value proposition , a fact that allows us to understand the importance of approaching each potential client with the right arguments.
Along the same lines, it is important to consider that the same product can be considered by decision-makers from different areas. Identifying the pain points of each of them is the basis of any effective prospecting strategy.
For example, if our company is in charge of software development and we have two potential clients within a company - a Sales manager and a Finance manager - the arguments to use to approach each one are different, since they are different problems .
Do not press
Nothing good comes from obligation, so it is important to respect the timing of each decision maker, something key in any assertive prospecting technique.
For example, if we develop an outbound sales strategy - which involves contacting prospects through calls or emails - we must be careful not to push too hard, as we could lose a sales opportunity that only needed a little more time to materialize.