Prioritize to optimize

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Now that you have a deeper understanding of prospects, you have plenty of contacts to make. But which ones are most likely to close a sale?

Start with them so you don't waste effort or tire yourself out when approaching key prospects.

This step can be known as lead scoring . It consists of establishing a score for prospects according to their potential to become customers.

The criteria for this vary, but one interesting way is to define the variables that are important to your business (size, maturity, budget, etc.) and their weight in the evaluation (10%, 30%, etc.).

Next, assign each lead a score on each of the variables. From there, you can sort the leads to begin contacting them.

Get ready for the approach
You've got all the information you need and you've uganda phone number list ranked the best prospects. Now it's time to get in touch with them. So, get ready!

Try making a script to start the conversation. Define the main questions you are going to ask and the main objections the lead may have. Then you will have an objective answer in your hands.

One important insight is that most potential customers want to discuss pricing and learn how the product works on the first call.

Hubspot research on sales prospecting
Source: HubSpot

Of course, this script is open-ended, as it depends on the person's interactions. But at least you've outlined the main paths the conversation can take.

Also, once you've done your approach, prepare for future conversations. Write down the questions you were unable to answer, the pain points the prospect had that you hadn't identified, the opportunities you can still explore. Repeat your approach continuously.