According to Think With Google, 25% of Latin Americans search for the product or service they're interested in two to three months before purchasing it. This statistic demonstrates a significant opportunity for brokers and the importance of client prospecting: to attract clients, convert them into leads, and subsequently, into clients. 

Let's talk about the types of prospects

Identifying the type of prospect allows you to apply more appropriate strategies for each one. Below are the types of prospects:

Current: People who pay for your service frequently. 

Active ingredients  Pay for your service, but not regularly. 

Potentials: They are interested in your service. 

Also, they can be classified by types of prospects according to personality. 

Undecided: As his name suggests, he has a hard time making decisions. To capture his attention, it's important to be brief and concise. 

Demanding: They seek perfection in service. To attract them, you must identify their most important needs and address them with service. 

Suspicious: You have to show him rational and statistical arguments to gain his trust. 

Negotiator: This is the person who wants to get the best price. They should be reminded of the benefits of the service so they can understand the true value of the product. 

Influential: The kind of client everyone wants. They're always open to what's offered and recommend the service to others. 

Now, let's generate leads! 

1. Identify who you want to attract  

Having a clear understanding of your target audience's characteristics is key. This allows you to differentiate a potential consumer. In this step, you should create a buyer persona. The information you can include is: 

2. Get your prospects' attention  

To get their attention, you can use several strategies. One of them is neuromarketing. To learn more about this topic, we recommend:

Learn to use neuromarketing for successful sales

Ninety-five percent of sales are successful due to emotional reasons. For this reason, neuromarketing strategies will be an excellent tool to connect with customers. Provide a sensory experience. Sight, smell, and sound are all senses that can be captivated. Apply color psychology to use colors appropriate for the occasion. keep reading

3. Apply an Inbound Marketing strategy 

The world has become more digital, so it's essential to adapt to this environment. This includes email marketing, blogs, CRM, chatbots, social media, and WhatsApp Business.  

Apply these tips, which will allow you to: identify the customer to create a connection, apply neuromarketing strategies that combine both emotional and rational aspects, and use digital media to take advantage of immediacy.

Learn more about cold calling 

Cold calling, more commonly known as "cold calling," involves calling a potential customer for the first time. During this interaction, the goal is to raise awareness of the brand and generate interest in the user. 

1. Know your customer

Before making the call, you should research the person to establish rapport. It's recommended to know:  

Their name, profession, interests, marital status. If their name is uncommon, it's best to practice pronouncing it correctly. You should also identify the best time to contact the client. If the call is during lunchtime, they probably won't answer, and it may even be annoying. 

2. Communicate with your client via email 

Before the call, you can choose to write an email so the customer knows the reasons for contacting you and the call seems less intrusive.  

3. Create a script 

To ensure the call isn't improvised, it's suggested to have a script to guide you throughout the call. It shouldn't be recited, but rather used as a support in case additional information is needed. Before making the call, you should practice it so it doesn't seem forced and to build your confidence. You can practice in front of a mirror or with colleagues, who can offer valuable feedback.  

4. Make the call

The introduction is key, as the first 10 seconds will determine whether the person wants to continue on the call.  

5. Active listening 

The information you provide to the customer is valuable for communicating the benefits of the service based on their needs. Throughout the call, you can repeat some of the things they've said to show that the salesperson is listening. 

6. At the end of the call 

Write down the conclusions of the call, in case anything interesting was found. If the person requested more information, send it immediately. 

Applying this strategy allows you to immediately resolve user queries. You'll be able to provide personalized attention and recognize the mood of the person on the other end of the line, which allows you to identify who's truly interested. This way, you'll win over your customers. 

Negotiation techniques are tools that allow you to persuade others. In this case, negotiation implies that both parties agree, so each will benefit. Below, we present the negotiation techniques that will help you close sales.

1. Harvard Negotiation Process

This method was created by Roger Fisher and William Ury, who concluded that a good agreement should not have a dominant position. Learn the steps to implement it:

2. SPIN Method

The objective of this method is for the client to be the one who must express most of his or her thoughts and is divided into four stages:

3. Face-to-face strategy

It is an ancient negotiation method that seeks to create a strong relationship. To apply it, follow these steps:

Take advantage of these tools to close sales. Find the one that best suits your personality and always remember to put the customer first.

Is closing a sale a matter of luck? Not really; it's more a combination of skills, talent, and experience. But we'll tell you what skills distinguish good salespeople below.

1.- Listen carefully

It's important to listen to the customer because this active listening allows the salesperson to identify their problems and offer solutions. This practice of empathy and attentiveness will allow them to create a close connection with the customer.

2.- Read non-verbal communication

A good salesperson must read between the lines of what their customer is communicating: What do they like? What discourages them? Who is the person who makes the final decision? They won't say this verbally; their body will communicate it. Therefore, it's essential to notice these signs and learn more about this type of language in order to understand it.

3.- Have a broad knowledge of the product or service you offer and your customers

To successfully sell a product or service, you need to know everything about it. It's also essential to know your target group—their socioeconomic status, age, marital status, educational level, and more—so that your sales are focused on people who can be potential customers.

4.- Be patient

Negotiation can be a long process, and jumping the gun can backfire. You need to give the client time to make their decision, as no one likes to feel pressured.

5.- Know how to simplify

Less is definitely more. Engaging people is increasingly difficult, but when you find the key points of what you're offering that will catch the buyer's attention, you'll be able to capture their attention. One piece of advice we give you is to communicate no more than three key points in a single conversation. You can choose to create scripts or a presentation to guide you.

6.- Tolerate rejection

When making sales, you have to accept that you're going to get a no. By tolerating rejection, you gain self-confidence, which improves your self-esteem.

7.- Do not lose the customer after the sale

A good salesperson builds customer loyalty by maintaining contact after making a sale to continue offering products or services. They always stay on top of their customers' needs, providing recommendations or communicating new releases. They also guide their customers, showing them how to use the product or service. They also inform them about the benefits that acquiring a particular tangible or intangible asset would bring to their lives. They also cross-sell, offering customers complementary products. 

Finally, remember that skills are acquired through practice. Each client you interact with teaches you something new. This experience is what allows you to acquire skills that will later help you close sales. 

Our emotions move us. In fact, research conducted by Harvard University showed that 95% of purchasing decisions are unconscious. This demonstrates that the emotional factor is of utmost importance. Therefore, we'll teach you how to use emotional intelligence to your advantage to sell more.

Recognize your emotions and feelings

In the book “I Finally Understand Myself” by Alfredo Sanfeliz, he mentions: If we know ourselves, we will understand others better.

When trying to sell a product or service to someone, we seek to understand them, but first we must understand ourselves. We must learn to name what we feel; we must identify our weaknesses so we can work on them; and we must identify our strengths so we can enhance them.

When making a sale, frustration, impatience, anxiety, and excitement may arise, but knowing how to identify each sensation will help you regulate them.

Create bonds with your customers

Emotional intelligence allows you to manage interpersonal relationships. Practicing empathy helps you understand others' problems so you can offer solutions. Furthermore, since a sale doesn't end once it's closed, it's important to continue building a good relationship with your clients. Furthermore, networking is important; seek to make yourself known, show your best side, and communicate why they should choose your service. By interacting with others, you can practice persuasion and negotiation skills.

Find your motivation

We all have a drive that motivates us to give our best, but it's different for each person. Find what motivates you, look for the positive aspects of what you do. Staying motivated will help you perform better at work.

Learn to tolerate criticism

Self-esteem is very important for tolerating criticism. There will be constructive criticism that will allow you to grow, and you will also encounter negative comments that will not help you. Learn to differentiate between them to keep those that allow you to improve, and discard those that don't add any value. Being tolerant of "no" as an answer will help you avoid frustration. Remember that there will always be another opportunity to achieve your goals.

As you can see, emotional intelligence is a very useful tool for closing sales. Take advantage of it and practice it daily to become a great salesperson.

Let's start by talking about prospecting. This term means locating leads or potential customers. Remember that by speaking to everyone, you're speaking to no one. Therefore, it's important to identify our target group; the people who might be interested in buying what we sell. But where can we find them? Below, we present some prospecting methods.

internal sweep

This happens when we review our customers who have made a purchase. We also remind you of the importance of building customer loyalty, maintaining contact, and offering them exclusive rewards.

direct prospecting

It is a door-to-door sale, which occurs in various geographical areas.

Directories

Telephone numbers are an alternative way to contact our customers. In this case, we search general or specialized directories.

direct promotions

If you enjoy attending exhibitions, talks, or conferences, this option is for you. You should attend as many events as possible to promote your product or service.

Referrals

Searching your social and family circles is a great option when it comes to finding potential clients. If someone in your circle starts raving about your service, it will be word-of-mouth advertising, which is excellent for you. As Philip Kotler says, "The best advertising is that provided by our satisfied customers."

Before prospecting…

Prepare a script

It's best not to improvise; instead, prepare a script. Start your conversation with a compelling line that will engage the person. Remember, you have 20 seconds to capture their attention.

Try practicing your cold calls

Making test calls with others, such as family members or coworkers, is a great way to practice. Allow them to give you feedback so you can improve.

Remember the importance of knowing how to listen

People are sharing their needs and valuable information with you that can help you close the sale. Remember to practice active listening so your customers feel comfortable communicating with you.

Use digital tools to your advantage

Social media has become a great option for connecting with customers. Additionally, there are tools for remarketing or finding potential customers. Take advantage of these tools to get closer to your customers.

Now that you know the methods of prospecting, find your potential clients, listen to them, and close that sale.

There are many sales techniques to take your business to the next level, but have you ever heard of cross-selling? It's an effective strategy for providing solutions to your customers and significantly increasing your revenue. If you have your own product or service company, it's time to boost your sales with a proven technique.

What is cross-selling?

 It's the way you encourage customers to make a purchase beyond the main one they came to your store for. This means you're offering them a complementary product or service, and you need to ask yourself the following question:

You must thoroughly understand your offering to understand everything you could offer your potential customer. For example, someone comes to your store to buy a cell phone with an incredible camera for taking landscape photos, and since you already know about cross-selling, you offer them a selfie stick to take with them while they explore the world. In this case, the selfie stick complements their initial purchase and provides significant value as well.

In the case of services such as health plans, before the person comes to you, you must analyze them to understand their tastes, needs, pains, and desires. Then, you must verify the services you offer and see how they complement each other to generate a need. In this case, for example, if you sell a corporate plan to a client who requires it for their business, you can complement it with an individual plan that will also benefit their family members. When you know the benefits of your products, you can immediately include a cross-selling strategy so your client receives a plus. Another example of selling a corporate plan is complementing it with a BMI savings plan, which offers monthly savings, life insurance, and discounts at specific establishments. The objective of this cross-selling is for your client to feel your interest in taking care of their monthly savings and their family's future. 

When you're making the final sale, don't bombard the person; we recommend simply suggesting the complementary product without causing stress or discomfort. Remember, the sale is almost complete. It's important to keep communication as fluid as possible.

Now that you understand more about cross-selling, you can apply it to your business and your sales strategy immediately. You don't need many resources, which is a great advantage. Always keep in mind that your products or services are there to help and serve your ideal client, so go ahead and 

SELL!

Sales is a skill that many people want to master in order to generate more income in their lives and businesses, but all their efforts don't always yield results. Behind sales, there are important strategies that must be applied to get a definitive yes, and that means selling strategically, not just selling without justification.  

Have you ever felt uncomfortable when someone tried to sell you something? Maybe you felt pressured or bored with the situation and didn't know how to escape. This type of selling is pressure-based, which doesn't yield positive results for anyone. Selling is a skill that can be learned to establish long-term relationships with customers, not a one-time, desperate sales pitch. We'll share three strategies you can apply today to build customer loyalty and sell:

1. Build trust

This is one of the most important sales strategies because someone who doesn't trust you won't give you their money. This applies to any industry, and it's essential to communicate in a human way so that it's not perceived as selling just to get money, but to help the person. You can build trust through your tone of voice, your gaze, and your interest in the person. Listen carefully and put yourself in their shoes. Another way to build trust is to be present on social media. This means not just posting once or twice a week, but doing so consistently so that your audience keeps you in their minds and engages with you. Your potential client needs your help; introduce yourself, speak to them, and convey the confidence they need to buy.

2. Delivers true value

Providing value means providing your potential customers with information, knowledge, or advice that will help them improve their lives. This strategy will encourage your potential customers to share your content and advice with more people and, ultimately, stay with you long-term, resulting in a sale at some point in their relationship with you. Use social media to the fullest with the format that best suits you, such as video, text, or images, to convey your message and help people searching for your solution. The sale can be made after providing true value, not before.

3. Maintain conversations 

Start conversations with your future clients to get to know them better and understand what they need. Ask key questions about their pain points, fears, and questions, invite them to specific conversations, and listen carefully to understand their needs. You can use tools like Facebook groups to bring several people together and form a community, or hold live sessions on Instagram or Facebook regularly. Remember, your potential client is waiting for you; they need to find you through this means to buy from you.

Practice these strategies and don't despair if you don't make the sale immediately. Sales is a skill that must be practiced daily, and you must be prepared to take a "no" for an answer. Above all, you must understand that the goal of selling is to help others, and from here you can start to grow financially.

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