6 Prospecting Strategies That Will Double Your Response Rates

In a new downloadable guide from Salesloft, some of the industry’s best sales professionals share their prospecting secrets. Let’s find out more.

Our friends and partners at Salesloft have produced a great new guide for salespeople everywhere. We know that prospecting is one of the toughest challenges in sales, but if you can increase open rates, capture attention and create connections, you’ll close more deals and hit target more often.

In this article, we’ll outline the six strategies from Salesloft’s guide. For the full story, click here to grab your download.


1. Reach buyers where they are with your prospecting

The latest Forrester research found that since the pandemic, the number of touchpoints needed to close a deal climbed from 17 to 27. But, of course, you can’t perform all those interactions on just one channel.

To break through the noise, you need to be able to communicate with your identified buyers on their preferred channel, not yours. Don’t leave pipeline and revenue on the table. Make sure you are active and proficient on:

  • Phone
  • Email
  • LinkedIn
  • Video
  • Direct Mail
  • Anywhere else your buyer might be


2. Use personalised video to accelerate your deal cycles

Did you know that when you use four different communication channels in your prospecting – and include video – you can boost your connection rate by 161%?

Video shows your relatable, human side, which is much harder for your buyers to ignore.

In the Salesloft guide, you can grab the ‘one-two punch’ script for the video message Salesloft’s top performer uses to establish genuine connections with prospects. Copy it and see if it works for you.


3. Get ‘in the moment’ and cut through the noise

However, if your video messages are too scripted, they might come across as too salesy and actually be a turn-off. To leave the best impression, you want to come across as natural and casual.

Shoot your videos on your phone in an everyday place like your garden or balcony. Keep your messages short and sweet, and make an early connection by talking about something relatable, like the weather or sports, and then create urgency by being hyper-relevant (show you’ve done your research!)..


4. Stay ‘sticky’ by multithreading

Multithreading is connecting with multiple stakeholders in your buyer’s organisation. It’s essential because one in four executives leave their company every year. You need continuity of your message to ensure you win the deal. 

It’s not easy. You have to take a different approach depending on the prospect’s job title and department. But, with thorough planning and buy-in from your executives, you will dramatically increase the chance of a closed-won deal.can make it work.


5. Use your research to your advantage

The more you know about a prospect, the easier you’ll find selling to them. When you do your research on LinkedIn, spend time researching the contact and their company, then think about the ‘hook and trigger’ for your pitch.

Use your research to establish a relationship when you speak to your prospect. Start by focusing on their work challenges, but as quickly as possible, find out about things like hobbies to create a genuinely one-to-one connection.


6. Harness sales engagement data

Let your data point you in the right direction. The numbers generated by your tech will show you where you excel and where you need to improve. Look at data such as:

  • Which cadences deliver the most booked meetings
  • The best time to call prospects
  • How many touches do you need to get a reply

Then, use what you discover to build out a winning sales process.


Find out more

I hope you found some value in this article. But, to get the full benefit including cadence template, top performing messages, and moreof Salesloft’s expertise, you need to download the complete guide. 

Get ‘6 Strategies Top Performers Use To Double Response Rates’ now.

Click here to download.