Your Prospect Demographics Have Changed, So Re-Qualify!

Your prospect list should always be a living document, but right now, more than ever, it needs a check-up. The companies that are back at work must be re-qualified before prospecting can be performed successfully; this task can be performed by either your salesman or by MarketReach. There are three prime areas that require a re-qualification in the face of changes that COVID-19 brought on, and they are (1) the decision-maker’s name and title, (2) staff size if that is relevant and (3) how to get in contact with the decision-maker if they are working remote.  Salespeople will be frustrated and, may in fact, become demotivated to prospect if their whole world is turned upside down — who they thought their prospects WERE, are NOT targets anymore. A salesperson’s job has become monumentally harder.  

Old and New Targets 

By now, companies have decided how they will operate for the time being. This varies among industries and what the organizations need. White collar offices have been the most adaptive to the work-from-home model. It is not uncommon to see a near-empty office for accounting firms, attorneys, marketing and advertising agencies, and the like. Blue collar jobs and consumer-service related industries have been up and running throughout the pandemic. Adjust your future outreach based on the prospect feedback you receive among verticals.   

Probe with Re-Qualify Questions: 

• What does the new work model look like for your company? (in office, remote or hybrid) 
• Are you anticipating shifting towards a lower staff occupancy long-term? 
• Describe your current situation regarding how you are using {your product or service}?  

• Is [full name] still making decisions on your (subject matter of) contracts? What is the best contact number (and email) to get in touch with [him/her]? 

Office Space Contracts 

There was an on-going fear of companies pulling out of their office spaces when COVID hit. The truth is, most companies are in long-term leases or they own the space. Contracts are normally three to five years and for larger offices, can be a decade, so it’s unlikely that you’ll come across a client who is closing their office right now, unless they’re going out of business altogether. Offices may have already opened, or will most likely reopen soon, so long as the organization comes up with safe measures to do so. 

Most industries have seen a shift in targets. New ones will emerge. Take the first step in helping your sales team by re-qualifying your list, whether in-house or by outsourcing the work. If you’re in need of a helping hand from a group of qualified qualification callers and appointment setters, give MarketReach a call at 609-448-6364. We can also help you adjust and improve your value proposition to solidify sales appointments for your salespeople.