Prospecting is an important aspect of sales, which involves identifying potential customers and taking steps to ensure such potentials become actual and current customers.
“Prospecting is an important aspect of sales”
Techniques Of Prospecting
- Networking
Networking face to face, even though one of the most time consuming methods of prospecting, can be and is definitely one of the best methods. Find out where your potential clients and industry players hangout. They may be attending conferences, summits, and other events. Make sure to attend them as well. Exchange contacts, emails, and other means of reaching each other at these networking events. During these events be sure to listen to their needs and pitch your business as clearly as possible. The more networking events you attend, the more your chances of pitching your ideas and the more clients you bag. Networking is also a great way of acquiring more knowledge from industry players.
- Cold Calling/Mailing
Get the contact of your potential clients and reach out to them about your company and service, tailored to meet each individual company needs. Cold mailing may however be a better option to cold calling, as it may be better received and read whenever the recipient is less busy. Cold mailing could also be customized to be more interesting and catchy by adding a few videos to explain your services or products. It also makes the email more engaging.
- Referrals
As much as possible, be sure to do a great job with your existing clients and urge them to refer your products or services to other companies. When your clients are satisfied with your services or products, they tend to exude positive energy towards your brand, which attracts others in the industry.
- Social Media Advertising
Social Media has become a part of the majority people’s lives, all over the world. It has become the best sale and advertisement tool available to companies in recent times. There is also the advantage of reaching a global market with social media marketing. Ensure to actively engage potential clients in regular questions and answer sessions on your brand on all social media platforms, including Linked In. Ensure to capitalize social media trends, relating them to your products to make your brand more popular and appealing to your followers.
