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2rem;border-radius:2rem;display:-ms-flexbox;display:flex;-ms-flex-align:center;align-items:center;cursor:pointer;border:.1rem solid rgba(0,0,0,0);transition:.5s}.cta-secondary-purple:hover{border:.1rem solid #fff;background-color:rgba(0,0,0,0);color:#fff}.cta-secondary-blue{background:#fff;color:var(--color-primary);text-decoration:none;padding:1rem 2rem;border-radius:2rem;cursor:pointer;position:relative;border:.1rem solid rgba(0,0,0,0);transition:.5s}.cta-secondary-blue:hover{border:.1rem solid #fff;background-color:rgba(0,0,0,0);color:#fff}h2{font-size:2.5rem;font-weight:600}h3{font-size:24px;color:var(--color-secondary);font-weight:600}p{line-height:1.5em}.anchor-section{position:relative}.anchor-marker{position:absolute;top:calc(var(--header-height, 90px)*-1)}.flexible-content .reassurance{background:var(--color-grey);margin-top:5rem}.flexible-content .reassurance-wrapper{display:-ms-flexbox;display:flex;-ms-flex-align:center;align-items:center;width:85%;margin:0 auto;padding:5rem 0}.flexible-content .reassurance-content{margin-right:5rem}.flexible-content .reassurance-content-wrapper{display:grid;grid-template-columns:repeat(2,1fr);grid-gap:2rem 4rem}.flexible-content .reassurance-content-img{border-radius:0 0 37rem 37rem}.flexible-content .reassurance-content-item h3{font-size:1.3rem}.header-desktop{background:#fff;box-shadow:0px 5px 8px 0px rgba(0,0,0,.1);position:sticky;top:0;width:100%;z-index:9}.header-desktop-wrapper{display:-ms-flexbox;display:flex;-ms-flex-pack:justify;justify-content:space-between;-ms-flex-align:center;align-items:center;padding:.6rem 4rem}@media screen and (min-width:2000px){.header-desktop-wrapper{max-width:1900px;margin:auto}}.header-desktop-wrapper .contact-wrapper{display:-ms-flexbox;display:flex;-ms-flex-align:center;align-items:center;-ms-flex-pack:end;justify-content:flex-end;width:16rem;gap:1rem}.header-desktop-wrapper .contact-wrapper .social{display:-ms-flexbox;display:flex}.header-desktop-branding{display:-ms-flexbox;display:flex;-ms-flex-align:center;align-items:center}.header-desktop-navigation .nav{display:-ms-flexbox;display:flex}.header-desktop-navigation .nav-item{padding:0 2rem;text-transform:uppercase;font-weight:600;font-size:1rem;color:var(--color-primary);text-decoration:none}.header-desktop-navigation .nav-item-wrapper:hover .nav-sub-wrapper{display:block;transition:.25s ease-in-out}.header-desktop-navigation .nav-sub{line-height:2rem;display:-ms-flexbox;display:flex;-ms-flex-direction:column;flex-direction:column;position:absolute;background:#fff;padding:2rem}.header-desktop-navigation .nav-sub-wrapper{display:none}.header-desktop-navigation .nav-sub-item{text-transform:uppercase;font-weight:600;font-size:1rem;color:var(--color-primary);text-decoration:none}.header-mobile{z-index:9;position:sticky;top:0;width:100%;background:#fff;box-shadow:0px 5px 8px 0px rgba(0,0,0,.1);height:70px;display:-ms-flexbox;display:flex;-ms-flex-align:center;align-items:center;-ms-flex-pack:justify;justify-content:space-between}.header-mobile-branding{margin-left:2rem}.header-mobile .burger{width:2.5rem;margin-right:2rem}.header-mobile .burger .nav-item{text-transform:uppercase;font-weight:600;font-size:1rem;color:var(--color-primary);text-decoration:none}.header-mobile .burger .nav-item-wrapper{margin:1rem 0}.header-mobile .burger .nav-sub-wrapper{display:none}.header-mobile-logo{width:10.5rem}.header-mobile .toggle-menu__bar{position:relative;display:block;margin:0 0 6px auto;width:100%;height:6px;background-color:var(--color-primary);transition:width .6s,background-color .5s,opacity .5s,transform .8s ease;transform-origin:right;border-radius:20rem}.header-mobile input[type=checkbox]:checked~.toggle-menu .bar1{transform:rotate(45deg);top:34px}.header-mobile input[type=checkbox]:checked~.toggle-menu .bar2{opacity:0}.header-mobile input[type=checkbox]:checked~.toggle-menu .bar3{transform:rotate(-45deg);top:-18px}.header-mobile input[type=checkbox]:checked~.menu{transform:translateX(0)}.header-mobile input[type=checkbox]:not(:checked),.header-mobile [type=checkbox]:checked{position:absolute;left:-9999px}.header-mobile [type=checkbox]:checked~.menu{display:-ms-flexbox;display:flex;transform:translateX(0)}.header-mobile .menu{position:fixed;top:70px;right:0;bottom:0;width:100%;background-color:#fff;transform:translateX(105%);transition:transform .8s cubic-bezier(.25,.05,.1,.94);-ms-flex-direction:column;flex-direction:column;-ms-flex-align:center;align-items:center;-ms-flex-pack:start;justify-content:flex-start;text-align:center;padding-top:3rem}.header-mobile .menu .cta-default{text-transform:uppercase;font-weight:600;font-size:1rem;color:var(--color-primary);text-decoration:none;background:0 0;padding:0;margin-bottom:3rem}@media screen and (max-width:900px){.header-desktop{display:none}}@media screen and (min-width:900px){.header-mobile{display:none}}.footer{background:var(--color-primary);position:relative}.footer-wrapper{padding:5rem 0;display:-ms-flexbox;display:flex;-ms-flex-align:center;align-items:center;-ms-flex-pack:justify;justify-content:space-between;width:73rem;margin:0 auto}.footer-imgs{display:-ms-flexbox;display:flex;-ms-flex-direction:column;flex-direction:column}.footer-imgs-logo{margin-bottom:3rem}.footer-content-title{color:#fff;font-size:2rem}.footer-content-nav{display:-ms-flexbox;display:flex;-ms-flex-direction:column;flex-direction:column;line-height:2rem}@media screen and (min-width:769px){.footer-content-nav{-ms-flex:1 0 33%;flex:1 0 33%}}.footer-content-nav-wrapper{display:-ms-flexbox;display:flex;-ms-flex-direction:column;flex-direction:column;gap:1rem;width:100%;-ms-flex-pack:justify;justify-content:space-between}@media screen and (min-width:769px){.footer-content-nav-wrapper{-ms-flex-direction:row;flex-direction:row}}.footer-content-social{margin:2rem 0}.footer-item{color:#fff;font-weight:600;text-decoration:none}.footer-item.downlighted{font-weight:400}.footer-linkedin circle{stroke:#fff}.footer-sub-item{color:#fff;font-size:.8rem;text-decoration:none}.intro-wrapper{display:-ms-flexbox;display:flex;-ms-flex-align:start;align-items:flex-start;-ms-flex-pack:justify;justify-content:space-between;background-color:var(--color-grey);max-width:100%}@media screen and (min-width:769px){.intro-wrapper{background-color:rgba(0,0,0,0);gap:4rem}}@media screen and (min-width:2000px){.intro-wrapper{max-width:1900px;margin:auto}}.intro-text{padding:3rem 0;margin:auto}@media screen and (min-width:900px){.intro-text{margin-left:9rem;margin-right:2rem}}.intro-text h1{font-size:3rem}.intro-text p{font-size:1.1rem;line-height:1.7rem}.intro-text .cta-default{display:-ms-flexbox;display:flex;width:-moz-fit-content;width:fit-content;-ms-flex-align:center;align-items:center;margin-top:3rem;font-weight:600;font-size:1.2rem}.intro-img{position:relative}@media screen and (min-width:1200px){.intro-img{-ms-flex:1 0 50%;flex:1 0 50%}}.intro-img-main{border-radius:0 0 37rem 37rem;max-width:100%}.intro-img-logo{position:absolute;right:10%;bottom:-5%;max-width:25%}.qui-sommes-nous{width:1600px;max-width:calc(100% - 2rem);margin:auto}@media screen and (min-width:2000px){.qui-sommes-nous{width:1900px}}.qui-sommes-nous h2{font-size:2.5rem}.qui-sommes-nous .presentation{display:-ms-flexbox;display:flex;-ms-flex-align:center;align-items:center;-ms-flex-direction:row;flex-direction:row;-ms-flex-pack:distribute;justify-content:space-around}.qui-sommes-nous .presentation-img{max-width:100%;margin:auto;display:block}@media screen and (min-width:969px){.qui-sommes-nous .presentation-img-wrapper{max-width:320px}}.qui-sommes-nous .presentation-content{display:-ms-flexbox;display:flex;-ms-flex-direction:column;flex-direction:column;padding-left:3rem;width:56rem}.qui-sommes-nous .presentation-content-title{display:-ms-flexbox;display:flex;-ms-flex-align:center;align-items:center}.qui-sommes-nous .presentation-content-title h3{padding-right:1rem;font-size:1rem;line-height:1.7rem;margin:0;color:var(--color-primary)}.qui-sommes-nous .presentation-content-title path{fill:var(--color-primary)}.qui-sommes-nous .presentation-content-title circle{stroke:var(--color-primary)}.qui-sommes-nous .presentation-content-text{line-height:1.7rem;margin:0}.qui-sommes-nous .presentation:last-child{-ms-flex-direction:row-reverse;flex-direction:row-reverse}.qui-sommes-nous .presentation:last-child .presentation-content{text-align:right;-ms-flex-align:end;align-items:flex-end;padding-right:3rem;padding-left:0}.bandeau{padding:2rem 2rem 4rem;margin:2rem 0 0}@media screen and (min-width:769px){.bandeau{margin:5rem 0;padding:8rem 0}}.bandeau-wrapper{display:-ms-flexbox;display:flex;-ms-flex-align:center;align-items:center;-ms-flex-pack:center;justify-content:center;max-width:100%;margin:auto}.bandeau-content{text-align:center}.bandeau-title{color:#fff;margin-bottom:4rem;margin-top:0;text-align:center;font-size:1.5rem}@media screen and (min-width:769px){.bandeau-title{font-size:2rem}}.bandeau-title p{margin:0}.bandeau-logo{margin-right:8rem}#bandeau-purple{background:var(--color-secondary)}#bandeau-purple .bandeau-content{text-align:center;margin-right:22rem}#bandeau-purple .bandeau-content .cta-secondary-purple{-ms-flex-pack:center;justify-content:center}#bandeau-blue{background:var(--color-primary);margin-top:0}#bandeau-blue .bandeau-content{margin-left:22rem;margin-right:0;width:46rem;max-width:calc(100% - 2rem)}.variant{margin-top:0}.variant .bandeau-title{width:22%;text-align:left;margin-bottom:0;margin-right:3rem}.variant .bandeau-file{display:-ms-flexbox;display:flex;-ms-flex-direction:column;flex-direction:column}.variant .bandeau-file span{text-align:center;color:#fff;margin-top:1rem;font-size:.8rem}.variant .bandeau-file .svg-file{margin-right:1rem}.variant .bandeau-file .svg-file path{stroke:var(--color-secondary)}.histoire{display:-ms-flexbox;display:flex;-ms-flex-align:center;align-items:center;width:1600px;max-width:100%;margin:0 auto}.histoire h2{width:36rem;max-width:calc(100% - 2rem)}.histoire-img{border-radius:0 0 37rem 37rem;margin-right:5rem;-ms-flex:1 0 auto;flex:1 0 auto}.histoire-content{max-width:calc(100% - 2rem);margin:auto}.histoire-txt-desktop .row{display:-ms-flexbox;display:flex;-ms-flex-pack:justify;justify-content:space-between}.histoire-txt-desktop .row .col{width:26%}.histoire-txt-mobile li{padding:.5rem 0;line-height:1.5rem}.reassurance{background:var(--color-grey)}@media screen and (min-width:769px){.reassurance{margin-top:5rem}}.reassurance-wrapper{display:-ms-flexbox;display:flex;-ms-flex-align:center;align-items:center;width:1600px;max-width:100%;margin:0 auto;padding:0 0 2rem;gap:2rem}@media screen and (min-width:769px){.reassurance-wrapper{gap:5rem;padding:5rem 0;max-width:100%}}.reassurance-content{max-width:calc(100% - 2rem);margin:auto}@media screen and (min-width:1200px){.reassurance-content{display:grid;grid-template-areas:"title title ." "content content picture";grid-auto-columns:1fr 1fr 1fr;grid-auto-rows:1fr auto;gap:2rem 5rem}}.reassurance-content-title{grid-area:title}@media screen and (min-width:1200px){.reassurance-content-wrapper{display:grid;grid-template-columns:repeat(2,1fr);grid-gap:2rem 4rem;grid-area:content}}.reassurance-content-img{border-radius:0 0 37rem 37rem;-ms-flex:1 0 auto;flex:1 0 auto;max-width:33vw}.reassurance-content-img-wrapper{grid-area:picture}.reassurance-content-item{display:-ms-flexbox;display:flex;-ms-flex-wrap:wrap;flex-wrap:wrap;gap:.5rem;-ms-flex-align:center;align-items:center}@media screen and (min-width:769px){.reassurance-content-item{display:block}}.reassurance-content-item h3{font-size:1.3rem}.perimeter{display:-ms-flexbox;display:flex;-ms-flex-align:center;align-items:center;max-width:100%;margin:auto}@media screen and (min-width:769px){.perimeter{width:1600px;max-width:calc(100% - 2rem);margin:8rem auto}}.perimeter-img{border-radius:0 0 37rem 37rem;margin-right:5rem;-ms-flex:1 0 auto;flex:1 0 auto}.perimeter-content{max-width:calc(100% - 2rem);margin:auto}.perimeter-content .tag{padding:1rem 2rem;border-radius:2rem;width:-webkit-fill-available;margin:.5rem;-ms-flex-align:center;align-items:center;height:1rem;display:-ms-flexbox;display:flex;-ms-flex-pack:center;justify-content:center;text-align:center}.perimeter-content .tag-1{background:rgba(0,117,96,.3)}.perimeter-content .tag-2{background:rgba(0,90,117,.3)}.perimeter-content .tag-3{background:rgba(102,37,0,.3)}.perimeter-content .tag-4{background:#dac7d6;display:-ms-flexbox;display:flex;-ms-flex-align:center;align-items:center;height:2rem;font-weight:600;font-size:1.5rem;-ms-flex:1 0 auto;flex:1 0 auto}.perimeter-content .tag-wrapper-items{display:-ms-flexbox;display:flex;-ms-flex-pack:justify;justify-content:space-between}.perimeter-content h3{color:var(--color-dark)}.process{background:var(--color-grey)}@media screen and (min-width:769px){.process{margin-top:5rem}}.process-slider{position:relative;display:-ms-flexbox;display:flex;-ms-flex-pack:end;justify-content:flex-end}.process-wrapper{padding:1rem 0}@media screen and (min-width:769px){.process-wrapper{padding:5rem 0}}.process-wrapper h2{text-align:center}.process-wrapper .glide__slides{padding-bottom:2rem;height:100%}.process-wrapper .glide__slide{padding:3rem;display:-ms-flexbox;display:flex;-ms-flex-direction:column;flex-direction:column;-ms-flex-align:center;align-items:center;background:#fff;border-radius:2rem;box-shadow:0 1rem 1rem rgba(0,0,0,.08)}.process-wrapper .glide__slide .card-content .separate{background:var(--color-dark);width:100%;height:1px;display:inline-block;margin:1rem 0;opacity:.2}.process-wrapper .glide__slide .card-number{font-weight:600;font-size:3rem;position:relative;z-index:0}.process-wrapper .glide__slide .card-number:after{content:"";position:absolute;top:1.3rem;bottom:0;right:0;left:-1.5rem;background:var(--color-secondary);width:80px;height:50px;border-radius:0 0 3rem 3rem;opacity:.5;z-index:-1}.process-wrapper .glide__slide .card-title{color:var(--color-dark);font-size:1.1rem;margin-top:3rem;margin-bottom:0}.process-wrapper .glide__slide .card-txt ul{padding-left:1rem;list-style:circle;line-height:1.5em}.process-wrapper .glide__track{max-width:93%}.process-wrapper .glide__bullets{bottom:-2em;display:-ms-flexbox;display:flex;-ms-flex-align:center;align-items:center}.process-wrapper .glide__bullets:not(.small){display:none}.process-wrapper .glide__bullets.small{display:-ms-flexbox;display:flex}@media screen and (min-width:1281px){.process-wrapper .glide__bullets:not(.small){display:-ms-flexbox;display:flex}.process-wrapper .glide__bullets.small{display:none}}.process-wrapper .glide__bullet{opacity:1;background:var(--color-dark);height:8px;width:8px;margin:.7rem;transition:.25s ease-in-out}.process-wrapper .glide__bullet--active{width:16px;border:1px solid var(--color-dark);height:16px;background:0 0}.process-mobile{-ms-flex-align:center;align-items:center;-ms-flex-pack:center;justify-content:center}.process-mobile li{list-style:none;display:-ms-flexbox;display:flex;-ms-flex-align:center;align-items:center;margin:1rem 0}.process-mobile li .card-number{font-weight:600;font-size:3rem;position:relative;z-index:0;margin-right:3rem;font-size:2rem}.process-mobile li .card-number:after{content:"";position:absolute;top:1rem;bottom:0;right:0;left:-1rem;background:var(--color-secondary);width:54px;height:34px;border-radius:0 0 3rem 3rem;opacity:.5;z-index:-1}.process-mobile li .card-title{color:var(--color-dark);font-size:1rem}@media screen and (max-width:1792px){.intro-text h1,h1{font-size:2.5rem}h2{font-size:2rem}}@media screen and (max-width:1380px){.intro-text h1,h1{font-size:2rem}.intro-text .cta-default{font-size:1rem}.histoire-img{width:33%}.perimeter-img{width:33%}}@media screen and (max-width:1289px){.intro-text h1{font-size:1.5rem}}@media screen and (max-width:1250px){.footer-wrapper{width:85%}.footer-content{width:68%}}@media screen and (min-width:1118px){.histoire-txt-desktop{display:block}.histoire-txt-mobile{display:none}.process-mobile{display:none}}@media screen and (max-width:1118px){.intro-wrapper{-ms-flex-direction:column-reverse;flex-direction:column-reverse}.intro-text{width:90%;text-align:center}.intro-text .cta-default{margin:0 auto}.intro-img-main{width:100%}.qui-sommes-nous{margin:0 auto;width:85%}.qui-sommes-nous .presentation{display:block}.qui-sommes-nous .presentation-content{width:100%;text-align:center;padding-left:0}.qui-sommes-nous .presentation-content-title{-ms-flex-direction:column-reverse;flex-direction:column-reverse;margin-top:2rem}.qui-sommes-nous .presentation-content-title h3{padding-right:0}.qui-sommes-nous .presentation:last-child{margin-top:4rem}.qui-sommes-nous .presentation:last-child .presentation-content{text-align:center;-ms-flex-align:center;align-items:center;padding-right:0;padding-left:0}.qui-sommes-nous h2{text-align:center}.histoire{-ms-flex-direction:column;flex-direction:column}.histoire-img{width:auto;margin-right:0;max-width:100%}.histoire h2{width:100%}.histoire-txt-desktop{display:none}.histoire-txt-mobile{display:block}.bandeau-wrapper{-ms-flex-direction:column;flex-direction:column}.bandeau-logo{margin-right:0}#bandeau-purple .bandeau-content{margin-right:0;margin-top:2rem}h2.bandeau-title{margin-bottom:2rem}.reassurance-wrapper{-ms-flex-direction:column-reverse;flex-direction:column-reverse}img.reassurance-content-img{width:auto;max-width:100%}#bandeau-blue .bandeau-wrapper{-ms-flex-direction:column-reverse;flex-direction:column-reverse}#bandeau-blue .bandeau-content{margin-left:0;margin-top:2rem}.perimeter{-ms-flex-direction:column;flex-direction:column}img.perimeter-img{width:auto;margin-right:0;margin-bottom:2rem;max-width:100%}.process-slider{display:none}.process-mobile{display:-ms-flexbox;display:flex}.variant .bandeau-title{width:90%;text-align:center;margin-bottom:2rem;margin-right:0;margin-top:2rem}}@media screen and (max-width:950px){.tag-wrapper-items{-ms-flex-align:center;align-items:center}.perimeter-content .tag{width:-moz-fit-content;width:fit-content}}@media screen and (max-width:900px){.footer-wrapper{-ms-flex-direction:column;flex-direction:column;padding-bottom:2rem}.footer-content-title{text-align:center}.footer-sub{text-align:center}}@media screen and (max-width:768px){.tag-wrapper-items{-ms-flex-direction:column;flex-direction:column}}.trust-wrapper{display:-ms-flexbox;display:flex;-ms-flex-direction:column;flex-direction:column;-ms-flex-align:center;align-items:center;background-color:#fff;padding:15rem 0;gap:3rem;width:100%;overflow:hidden}.trust-title-blue{color:var(--color-primary)}.trust-carousel{display:-ms-flexbox;display:flex;gap:3.5rem;animation:scroll 80s linear infinite}.trust-carousel img{height:3rem;transition:transform .3s ease}.trust-carousel img:hover{transform:scale(1.1)}@keyframes scroll{0%{transform:translateX(0)}100%{transform:translateX(-50%)}}.recruitment-list{background-color:#f5f5f5}.recruitment-list-banner{position:relative;display:-ms-flexbox;display:flex;-ms-flex-align:center;align-items:center;-ms-flex-pack:center;justify-content:center;-ms-flex-direction:column;flex-direction:column}.recruitment-list-banner:before{content:"";position:absolute;top:0;bottom:0;right:0;left:0;background:#000;opacity:.5}.recruitment-list-banner-picture{display:-ms-flexbox;display:flex}.recruitment-list-banner-picture img{width:100%}.recruitment-list-banner-title{position:relative;text-align:center;color:#fff}.recruitment-list-banner-title-wrapper{position:absolute;inset:0;display:-ms-flexbox;display:flex;-ms-flex-pack:center;justify-content:center;-ms-flex-align:center;align-items:center}.recruitment-list-banner-ctas{margin-top:4rem;display:-ms-flexbox;display:flex;-ms-flex-pack:justify;justify-content:space-between}.recruitment-list-banner-ctas .cta-default{background:#fff;color:var(--color-primary)}.result-wrapper{width:53%;display:-ms-flexbox;display:flex;-ms-flex-pack:start;justify-content:flex-start;-ms-flex-align:center;align-items:center;margin:0 auto}.result-wrapper .big-boy{font-size:24px;font-weight:600}.result-wrapper .little-boy{font-size:18px;margin:0 1rem}.offers{width:53%;margin:0 auto;margin-bottom:11rem}.offers ul{padding:0}.offers ul .job-thumb{background:#fff;box-shadow:0 3px 7px hwb(0deg 0% 100%/17%);margin:1rem 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5 méthodes pour une prospection réussie Le succès commercial d’une entreprise repose sur sa capacité à attirer de nouveaux clients grâce à une méthode de prospection efficace. Face à l’évolution des comportements d’achat et à une concurrence de plus en plus intense, les techniques traditionnelles doivent s’adapter aux nouvelles attentes. A l’heure où la vente à distance se généralise, il est important d’identifier les bons prospects, de les comprendre et de répondre à leurs besoins.
Mais alors, quelles sont les méthodes modernes qui garantissent une prospection réussie ? Avec M&J Trusted Recruitment , découvrez 5 techniques pour maximiser vos résultats.
En savoir plus sur le cabinet de recrutement
I) La prospection basée sur la recommandation 1. Qu’est-ce que la recommandation ? La prospection par recommandation est une méthode efficace pour attirer des prospects qualifiés. Elle repose sur la confiance que les clients accordent aux recommandations de personnes de leur réseau personnel ou professionnel.
L’un des principaux avantages de cette méthode est qu’elle réduit les obstacles lors de la prise de décision. Un prospect est jusqu’à quatre fois plus susceptible d’acheter lorsqu’il est recommandé par une personne de confiance, ce qui raccourcit le cycle de vente. La recommandation vous permet non seulement de diminuer les coûts de prospection mais aussi d’améliorer votre taux de transformation.
2. Comment favoriser la recommandation ? Il existe plusieurs façons de stimuler la recommandation. Elle peut être spontanée, lorsqu’un client satisfait recommande vos services à son entourage, ou sollicitée, par exemple en incitant les clients à laisser un avis en ligne ou à parrainer de nouveaux clients. Ce retour d’expérience a une grande importance, selon une étude menée par l’IFOP en juin 2023 , 92% des Français consultent les avis en ligne avant de faire un achat ou de choisir une prestation, une hausse significative par rapport aux 75% observés en 2021.
Les recommandations positives ont aussi un impact direct sur votre e-reputation et votre visibilité en ligne. En cumulant des avis positifs et des témoignages clients, votre entreprise gagne en crédibilité et les moteurs de recherche augmentent votre positionnement dans les résultats de recherche.
II) La prospection par téléphone La prospection téléphonique, bien qu’elle ait perdu de son attrait avec l’émergence des nouvelles technologies et l’évolution des stratégies de vente, reste un outil commercial redoutable. En effet, malgré l’essor des méthodes numériques comme les emails, le marketing automation ou encore les réseaux sociaux, le téléphone continue de jouer un rôle clé dans les relations directes avec les prospects.
Il permet d’humaniser l’échange, un aspect de plus en plus recherché par les clients.
1. Pourquoi choisir la prospection téléphonique ? La prospection téléphonique permet d’établir un premier contact avec un prospect. Cette interaction est importante pour instaurer un climat de confiance et favoriser des échanges plus réactifs. Contrairement à d’autres canaux, le téléphone raccourcit le temps de réponse, vous donnant la possibilité de réagir immédiatement aux questions ou aux problématiques du prospect. Cet échange direct renforce votre capacité à convaincre votre interlocuteur en présentant des arguments adaptés à sa situation.
2. Un moyen pour garder contact Une fois que le prospect est converti en client, le téléphone devient un outil pour entretenir la relation. Relancer régulièrement ses clients par téléphone permet de maintenir le contact, de comprendre leurs besoins évolutifs, de recueillir leurs retours et d’améliorer ses services. Cette interaction est un moyen de fidéliser ses clients et de les inciter à recommander votre entreprise à leur entourage.
III) Le digital au service de la prospection La prospection digitale regroupe l’ensemble des actions marketing et commerciales, visant à attirer des prospects et à les convertir en clients. Contrairement à de la prospection traditionnelle, où l’entreprise initie le premier contact, la prospection digitale inverse les rôles. C’est souvent le prospect qui fait le premier pas, par exemple en téléchargeant un livret blanc sur un site internet , en s’inscrivant à une newsletter ou en interagissant sur les réseaux sociaux.
1. Les avantages du digital L’un des plus grands apports du digital à la prospection est l’automatisation des tâches répétitives. Grâce aux outils de marketing automation, comme HubSpot ou encore Salesforce, les entreprises peuvent envoyer des séquences d’emails personnalisés et suivre les interactions des prospects. Ces solutions permettent de créer du contenu pertinent en fonction du stade dans son parcours d’achat.
Il permet aussi le ciblage précis grâce à la collecte de données sur les utilisateurs via votre site web. Les informations et les comportements des prospects vont vous aider à segmenter votre audience et à personnaliser vos campagnes de prospection.
Pour en savoir plus sur le digital et la prospection, consultez notre article 7 techniques avancées pour prospecter efficacement en 2025.
IV) L’événementiel pour une prospection réussie L’événementiel, bien souvent négligé dans les stratégies de prospection, constitue un outil efficace pour générer des leads tout en renforçant les relations avec les clients. Ce secteur est vaste et regroupe de nombreux formats, tels que les salons professionnels, les conférences, les ateliers ou encore les sessions de réseautage. En ciblant les événements les plus pertinents, vous maximisez vos chances d’atteindre des audiences qualifiées, prêtes à s’engager avec votre entreprise.
1. Exploiter les données La clé d’une prospection réussie via l’événementiel réside dans la collecte d’informations personnelles. Par exemple, si vous organisez un webinar, demandez aux participants de laisser leurs coordonnées en échange d’un accès à l’événement.
Cette stratégie permet de collecter des données que vous pourrez exploiter par la suite.
L’événementiel vous permet de montrer votre expertise et votre professionnalisme, ce qui renforce la crédibilité de votre entreprise. Ils vont vous permettre de nouer de nouveaux contacts et de renforcer les liens avec vos clients.
V) La prospection terrain 1. Une méthode intemporelle La prospection terrain, souvent appelée “physique” ou “porte-à-porte”, reste une méthode de vente efficace. Elle consiste à partir à la rencontre des prospects dans leur environnement de travail.
Au-delà du simple contact, cette méthode permet également de présenter les produits et services de l’entreprise tout en identifiant et qualifiant les nouveaux prospects. La prospection terrain renforce la notoriété de la marque et génère des ventes ou des leads qualifiés en temps réel.
2. Pourquoi utiliser cette technique pour une prospection réussie ? L’un des principaux avantages de cette approche réside dans la personnalisation du contact humain. En effet, la prospection terrain permet une interaction directe qui facilite la compréhension des besoins du prospect. Grâce à cette proximité, une relation de confiance peut se construire, offrant au prospect l’opportunité de poser des questions et d’obtenir des réponses immédiates.
La prospection commerciale moderne repose sur une combinaison de méthodes. La recommandation client se distingue par son efficacité et sa capacité à générer des prospects hautement qualifiés, tout en réduisant les coûts d’acquisition. De son côté, la prospection téléphonique reste un outil performant pour établir le contact. Le digital révolutionne la façon dont les entreprises interagissent avec leurs prospects tandis que l’événementiel crée des opportunités pour démontrer son expertise.
Pour une prospection réussie, vous devez opter pour une approche multicanale. Cette stratégie permet de toucher un large éventail de prospects, de s’adapter à leurs préférences de communication et d’optimiser vos efforts de prospection. Dans un environnement en constante évolution, vous devez maîtriser ces différentes méthodes pour mieux attirer, convertir et fidéliser de nouveaux clients. Afin d’aider les entreprises à se concentrer sur leur cœur de métier, nous sommes à vos côtés pour vous accompagner dans le recrutement de vos prochains talents .
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