Finding the right prospects for your business and then nurturing them into leads are the building blocks of a sales cycle. First of all, we need to understand.
What is a prospect?
Prospect is someone who has an interest in your business and your products. Prospect is someone who has a need, interest in what you have to offer.
We need to first understand who are our target audience before even start prospecting. What is that our solutions provide that add values to the prospect. We should be very convinced of our solutions or products that will benefit the prospect.
There are various ways of finding the right prospects for your business.
- Referrals from your existing customer: Salespeople use this tactic to get the maximum sale. Existing customers will most likely refer you to others who are also in need of your product or services.
- Social Media Platforms: Social media platforms like LinkedIn, Twitter offer a great way to connect and network with your prospect. It is also a great platform to start creating and nurturing relationships through engaging in conversations, sharing relevant content, and generally getting to know the people who are keen followers of your brand.
- Networking Events and trade Shows: When participating in trade shows & networking events, Mingle! Engage with people face-to-face, tell them about yourself, your business, and your product and ask about them. Exchange contact details, add them to your database, and keep in touch.
- Cold Calling & Email: This is one of the old school and the most effective way to find new prospects for your business. Be consistent on these two approaches, you may get a lot of rejection with these methods however I can promise that it will give you the best result if you are consistent.
Prospecting is the art of opening new relationships.