Customer prospecting is one of the most important steps in the sales process. At this point, the company contacts prospects to bring them closer to its solutions and guide them towards purchasing. In this post we will tell you how to structure this process so that it works and increases your sales.
Edgar Higuerey
Jul 14, 21 | 17 min read
Reading time: 14 minutes
There are companies that wait for customers to contact them. There are others where the sales team approaches everyone indiscriminately.
And there are also companies that have the best sales results thanks to having a sales strategy and well-defined processes for prospecting clients .
Prospecting means finding the right customers for the solution your company offers. Keep in mind that it doesn’t mean going out and looking for everyone on the street, nor is it about making a random approach, or trying to sell at any price.
To obtain a sale that generates value for the business
prospecting must be planned and aligned with the company’s entire Marketing and Sales process .
So, if you’re trying to better understand how list of liechtenstein consumer email prospecting works and perfect that process, you’ve come to the right post! In it, we’ll cover the following topics:
What is customer prospecting?
Who is the ideal client?
Why is it important for potential customers?
What are the stages of customer prospecting?
What are the main methods of prospecting customers?
Top tactics to ensure successful customer prospecting
5 effective tools for prospecting clients
7 telephone prospecting tips
What is customer prospecting?
Prospecting is the process of finding potential customers that match your ideal business profile and making initial contact with them to make a sale.
The intention is to move prospects through the sales funnel until they become customers.
Yes, of course the ultimate goal is to make a sale. However, the current perspective on prospecting is much more focused on building relationships with customers.
Instead of seeking out potential customers just to sell a product, the sales team needs to offer solutions. The team also needs to know the customer, understand their needs, and understand how they can help. Closing the sale is the natural consequence of this process.
So, prospecting is much more than just calling
a list of contacts. It is no coincidence that this step is considered the most challenging by most sales professionals.
It involves a process of research, connection and relationship to drive potential customers’ interest in the company’s solutions until they are ready to become customers and begin generating value for the business.
Who is the ideal client?
Prospecting is about finding the ideal customers for your business. But how do you identify who they are? What characteristics should they have?
To do this, it is necessary to identify the Ideal Customer Profile . The ICP is the compass for the customer prospecting process, as it describes the in 2018, instant messaging apps will represent 75% of mobile messaging traffic ideal customer profile that salespeople should look for among prospects.
The ideal client is one who:
It costs less to acquire;
Stay longer in your company ;
It has a high LifeTime Value ;
It is less prone to churn ;
Defend your brand .
Every business would like to have this customer, right? But in addition to these characteristics, it is also necessary to align with the specificities of your business, such as size, maturity, segment or location of the company.
Therefore, with the ICP defined, prospecting does not waste time or money on prospects who do not need your company’s solutions or who may even become clients, but who bring with them many problems.
Rather than closing a sale, prospecting bz lists should target customers who bring benefits to the business .