Marketing Questions: What is a Prospect?
Posted: Mon Dec 23, 2024 9:51 am
The term prospect is as unknown as it is important for any company.
It is a concept that is included within marketing and sales because, at the end of the day, they are complementary areas that must work together, so marketing should not be considered a minor task and only as advertising.
The prospect is the salesperson's target , just as the customer segment or target audience is for the marketing department. Logically, the prospect belongs to the customer segment that the marketing department has defined as the recipient of the product or service that the company sells .
But while the market phone number in israel segment does not have a name and surname, the prospect does. In the end, the salesperson must arrange a visit and make his presentation to a specific person, that is the prospect.
In fact, the prospect is the result of the first commercial phase that any salesperson must carry out: researching and looking for potential clients, a key task especially when sales are down. However, he is much more than a member of the company's customer segment; he must meet three characteristics:
Have a need or a problem that our service or product can solve.
Have a budget, that is, the financial capacity to acquire our product or service.
And last but not least, the prospect must have decision-making power . Otherwise, the salesperson will be talking to the wrong person.
Logically, and based on the above, not all prospects will be the same , which is why it is essential to make a correct qualification in order to carry out good commercial management, a task that is even more key in times of crisis, when the market is smaller and competition is greater, something that makes it difficult to attract profitable clients.
It is a concept that is included within marketing and sales because, at the end of the day, they are complementary areas that must work together, so marketing should not be considered a minor task and only as advertising.
The prospect is the salesperson's target , just as the customer segment or target audience is for the marketing department. Logically, the prospect belongs to the customer segment that the marketing department has defined as the recipient of the product or service that the company sells .
But while the market phone number in israel segment does not have a name and surname, the prospect does. In the end, the salesperson must arrange a visit and make his presentation to a specific person, that is the prospect.
In fact, the prospect is the result of the first commercial phase that any salesperson must carry out: researching and looking for potential clients, a key task especially when sales are down. However, he is much more than a member of the company's customer segment; he must meet three characteristics:
Have a need or a problem that our service or product can solve.
Have a budget, that is, the financial capacity to acquire our product or service.
And last but not least, the prospect must have decision-making power . Otherwise, the salesperson will be talking to the wrong person.
Logically, and based on the above, not all prospects will be the same , which is why it is essential to make a correct qualification in order to carry out good commercial management, a task that is even more key in times of crisis, when the market is smaller and competition is greater, something that makes it difficult to attract profitable clients.