The process of sales prospecting changes from era to era, and the dawn of the Digital Age is upon us. Technology acts as a major influencer in deciding how professionals carry out client-based interactions, and how they utilize these relationships to create more sales funnel leads.
CRE is an incredibly client-centric industry, and proper professional relationships are a pivotal aspect of the business at large. CRE agents and brokers need to be able to sniff out leads, pursue them, and navigate through any potential business transactions. In order to do this, they need to harness the power of technology and utilize it to its full advantage.
Here are 3 strategies for efficient and ethical lead prospecting within the framework of our increasingly digital society.
Effective Internet Searches
Research is the first step for any successful hunt for leads. Fortunately, there is one thing which today’s world has nearly no limit to - information. The web is teeming with a limitless supply of data which is simply waiting to be discovered.
However, this massive collection can quickly become overwhelming. The trick lies in being able to navigate through the internet to find, analyze, and use only relevant pieces of information. The truth is that conducting research can be quick and easy - it doesn’t have to be an arduous and time-consuming process.
Take 10 minutes before conducting an outreach to learn about the prospecting lead. By performing quick due diligence, you’ll be able to come up with an all-star strategy that stands out and leaves them eager to do business with you.
Appropriate Use of Social Media
When it comes to social media, ethics becomes a huge concern. Since social media acts as the bridge between casual everyday life and professionalism, there is an incredibly thin line between what is and isn’t acceptable.
With that being said, social media stands as a wonderful place to conduct lead prospecting. By scanning through a social media profile, you can learn so much about your target. Likes, dislikes, habits, affiliations, and more begin to come together as a concise analysis of the prospect.
This information plays a vital role in producing the most appropriate strategy for the initial outreach. It can also aid in keeping in touch with past clients, helping to sustain strong business relationships which can generate more leads in the future.
Scaling with LinkedIn
LinkedIn is a powerful resource to use in any networking endeavor. It’s a great way to approach scaling a business since it’s all based on connectivity, community, and communication.
Users can find prospects, communicate, and expand business relationships all in one place. LinkedIn also offers advanced search options which help to hone in on specific prospects, and the in-system Sales Navigator operates with a lead generator and provides game-changing prospecting techniques.
Prospecting in today’s tech-savvy age is not as hard as it may seem. By taking these 3 key action steps, approaching leads will be easier than ever before. For more CRE-centric tips and tricks, check out our blog.
