Sales prospecting and wellbeing: A holistic approach to business success

To begin with, could you tell us about your professional background and how Have you developed expertise in commercial prospecting?

In 2008, I founded Capital-Énergie sarl to provide training and coaching to executives and their employees on topics related to health, quality of life at work, and new management approaches with strong human values—three pillars for living and working better together.

•  A mission and a financial necessity after a life-changing event:
  The decision to set up my own business came after the death of my husband, who was then chairman of a large group and had to deal with a great deal of pressure, particularly commercial pressure!
  The purpose of my mission then became clear: Having started my professional career in the luxury sector
• H. Rubinstein, G. Armani, J. Patou, Les Jardins Aix-en-Provence – I now considered that the greatest luxury was health, the desire to evolve and create a life full of meaning and joy in action.
  As a pioneer in this field in the corporate world 16 years ago, I had an urgent need to quickly find renowned clients to establish my legitimacy and ensure the long-term viability of my business, especially since I had three children in education to support...
• 25 years of experience to build trust:
  A graduate of ESSEC (a leading business school in France), with 25 years' experience in team management, I had held positions of responsibility with commercial imperatives.

These various assignments gave me the desire, experience and confidence to satisfy my clients and enjoy the challenges of prospecting, negotiating and selling.
– A new milestone in 2022: A real challenge underway!
In 2022, I had an old farmhouse renovated in Bernex in Haute Savoie above Évian, 1 hour and 20 minutes from Geneva.
My goal is to develop retreat seminars to welcome my clients for one or more days and to convey a positive approach with concrete contributions that enable them to «gain energy and serenity to maintain balance in the face of major changes».»

In this stage, I need all my expertise in business development to launch the project in a unique location and offer a truly inspiring and rejuvenating experience!
The financial challenge is considerable... I don't know if I'll succeed. I'm putting my heart and soul into it, and then I'm trusting in myself and letting go of the pressure. I'll know how to adapt...
Mindfulness meditation really helps me to take the necessary step back, not to worry when results are not yet up to target, and to remain calm and focused so that I can conserve my energy and accomplish my tasks.

In your experience, what are the essential qualities that a good prospector must have? What should we cultivate to succeed today?

1. Good physical, emotional and mental health to move forward with determination, persevere, adapt and start again without becoming discouraged...
2. The desire to serve customers with humility, self-confidence and generosity
3. Joy to spread enthusiasm and sell with heart
4. Gratitude for customers and their appreciation

Can you share with us a particularly effective prospecting strategy that you Have you implemented this, with a concrete example of the results achieved?

Networking strategy is essential for me, and I prioritise genuine encounters and complementary partnerships.
When I arrived in Bernex (74) in 2022, I was keen to get involved in a few networks in Switzerland:
– CCIFS: Franco-Swiss Chamber of Commerce
– CCIG: Geneva Chamber of Commerce and Industry
– ASAGE: Swiss Association of Grandes Écoles Alumni
– HR Today: Human Resources Association and Press
– Preferred Partner with Executive & PA Network (Personal Assistant)
Example of results:
Contact with the Hilton Geneva through the CCIFS: Together, we were able to organise two conferences for decision-makers.
Results:
• Sold private coaching services to a manager at a major Geneva-based bank, who then introduced me to her company.
• Meeting that enabled me to welcome members of the Executive & PA Network management team to my home, followed by a very nice post on LinkedIn and encouraging prospects.
• Request for quotation in progress for a great company attending this conference with its entire sales team. To be continued in the second half of the year.

How do you see prospecting methods evolving with digitalisation?
Which traditional approaches remain relevant?

Digitalisation makes it possible to reach a larger number of prospects and also to reach their connections.
1/ For the past few years, I have focused exclusively on LinkedIn for my main target audience:
Decision-makers and HR managers – by publishing content that is not regular enough. It's difficult to do everything on your own!
2/ Just before COVID, I had created my digital platform «Évoluer pour se réaliser» (Evolve to fulfil yourself) with online programmes: videos, practical workbooks, inspiration libraries, quizzes, etc.

I was unable to sell the self-study programmes because I did not communicate enough about them due to lack of time.

However, since the launch, when I sell my training and coaching services, I offer access to these programmes as a «Freemium» bonus.
This allows me to enhance my services by anchoring contributions through these digital resources.
This platform also helps me in my prospecting efforts to reassure future customers.
Traditional approaches remain relevant as mentioned above.
In the post-Covid era, and in the age of AI, human relationships take on a very special significance.
I invite you to work on your presence and make it joyful and effective for your prospects.

Based on your observations in the field, what are the most common mistakes that limit the effectiveness of sales prospecting?

Procrastination due to lack of energy, self-confidence and/or motivation.
You can't hide behind your computer!
– Lack of preparation: «Fail to prepare = Prepare to fail»
– Heavy-handed reminders – «too commercial»! It's difficult to strike the right balance, but
essential.

To conclude, what practical and immediately applicable advice would you give to our OSAM Formations learners who wish to improve their prospecting efficiency starting tomorrow?

A/ Prepare thoroughly in advance, which means:
– Get to know yourself better in order to identify the obstacles, doubts and resistance that prevent you from prospecting effectively and selling better.
– Deploy new emotional, mental, and relational resources to remain stable and focused on your objectives.
– Improve your communication and assertiveness skills, boost your self-confidence and self-esteem to better prospect, negotiate and sell with heart.
B/ Accept so-called «failures»
– Don't blame yourself
– Start over again and again...
C/ Congratulate yourself on your successes, both big and small.