There are two ways to use this strategy: active and passive prospecting.
Active prospecting: direct contact with the customer. In other words, the company tries to contact you directly. This can be done through advertisements, telephone sales, sponsored links, etc. This is the most traditional way of capturing leads and making sales;
Passive prospecting: In this case, prospecting is done indirectly. Therefore, the potential customer came into contact with the company spontaneously when looking for a solution to a problem.
What are the ways to prospect new clients?
It is possible to prospect clients using two strategies: inbound and outbound. How about we review some methods?
Inbound Prospecting:
Landing pages;
Paid media ads;
Content on blogs and social networks;
Rich content (e-books, whitepapers, infographics, and case studies).
Outbound Prospecting:
cold calling;
cold mail;
Direct mail;
Telemarketing.
Additionally, businesses can rely on channels that feed their sales cayman islands whatsapp data pipeline with potential customers, as well as a strong referral scheme through loyal suppliers and customers.
The main ways to approach customers.
Approaching potential clients is always a delicate matter. The pitch must be in tune with the commercial proposal, as well as with the profile, needs and conditions of the prospect.
The way the approach is carried out will change from strategy to strategy, as well as depending on skill level.
Of course, more qualified prospects who are familiar with your brand don’t need to be “educated” by the prospect.
An example is the direct approach through social media, with data on likes, views and shares of the brand's posts serving as a basis for composing the prospect's profile.
On the other hand, less qualified prospects, often called “cold leads,” may require a more didactic and patient approach, less direct.
An example is cold calling, where companies with little or no relationship with potential customers attempt to convert them.
That's essentially what a telemarketing industry does.
What are the stages of customer prospecting?
The basic prospecting process includes the following steps: research, qualification and outreach. How about understanding them in depth?
Research: understand everything about the potential client, whether they are a good fit according to their ICP and buyer persona, among others.
Rating: Understanding the prospect's moment itself: how far or close they are to closing a purchase, understanding whether it is worth investing in their acquisition.
Scope: customization of the commercial proposal and sales approach, expanding contact options, whether by email, telephone, social networks, among others.
How to prospect clients?
As it plays an important role in the success of the business, prospecting should follow a well-structured plan.
In addition, the company needs to have a well-organized team that has a sales plan. Here are some tips on how to find new clients:
Select your target audience
The basic principle for attracting new customers is to know who they are and how they behave. There is no point in wasting effort on those who do not want or need your product or service. This only wastes time and resources.
Therefore, it is necessary to analyze the profile of your clients:
What problems does your company solve and who might have those problems?
Knowing this information is the first step to successfully prospecting clients.
Search for potential clients
This step should answer questions about the potential customers your business will focus on, such as:
Who are they? What are their needs? Why are they good targets? How can you approach them?
It is information that should go the rest of the way, being essential in your conversion efforts.
Qualify leads before contacting them
Remember the classification? This is where it should be applied.
That is, after knowing who the prospects are, it is essential to qualify them, in order to understand exactly where they are in the sales pipeline.
If your prospects are already converted leads from your inbound sales funnel, it's possible that nurturing through emails, content, etc. has already put them ahead of those who have never engaged with your brand.
It all depends on the strategy, and the better qualified, in theory, the easier it is to approach them and make a sale!
Choose the right moment
Another important point is knowing the right time to contact potential customers.
Otherwise, the sale is more likely to fail. To monitor the stage the prospect is in, use technology.