Customer identification is done through research, structured research, an exploration process called prospecting today.
Customer discovery means investing time in market analysis. You're looking for potential customers or consumers for a product or service offered by a company or yourself.
The beginning, the first step, to know if a person or company in perspective is a potential future client – a prospect – as they say, is to evaluate their DAD.
D – (Money): is there income, are there resources to be spent?
A – (Authority): Does the contact person have the authority to decide, to purchase?
D – (Desire): is there a real desire to buy?
There are specific open- and closed-ended questions in the prospecting process that determine whether or not we're dealing with legitimate prospects. Employing this simple DAD logic avoids, for example, running the risk of dealing with a "potential client" seeking much cheaper alternatives than those offered by your company's positioning.
Understand the biggest challenges in prospecting clients
The challenges related to prospecting clients may be related to strategy and tools, team qualifications, and process robustness.
Because of the many different aspects that can affect the success of a strategy, it's important to understand the main challenges and know how to address them proactively.
1. Not having enough data about the potential customer
Defining personas is one of the main steps in the Business 4.0 process, as this activity reveals relevant information about samoa telemarketing database a brand's perspectives and allows the development of a personalized approach.
The inability to collect customer information may be due to a non-automated customer prospecting process or a lack of business intelligence as a step in the sales process.
On the other hand, the data generated to optimize the strategy is not considered, making it stagnant and not taking into account changes in the scenario.
2. Difficulties in generating interest
One of the main challenges for the prospecting team is piquing the interest of potential customers. This problem can arise due to mapping that fails to consider the different stages of the buying journey.
To overcome this problem, the sales strategy must include informative approaches that complement those focused on sales. Ideally, you should add value through new information for the lead.
3. Not creating a cadence flow
The cadence flow is a central element of the prospecting process that enables sales. Through the cadence, the prospect is qualified and the value associated with the product or service offered is created.
Developing a rhythm flow should include many touchpoints, the objectives of each approach, the channels used, and the value generated by each interaction.
In this way, the strategy becomes very relevant, as it aligns with the interests of potential customers at all stages of qualification and exploration.
4. Lack of process scalability
Every company wants more results, but achieving them requires a predictable and scalable strategy.
One of the main ways to ensure the scalability of business processes is to rely on automation techniques, such as automatically sending lead emails to customers.
Furthermore, the process must be reproducible, which requires a business approach, such as revenue predictability, that defines a process that can be scaled without compromising the quality of the approach.
5. Not understanding the customer journey
As we stated above, the customer journey is a central aspect of new prospecting and customer acquisition strategies.
It's based on the principle that a lead goes through different phases from the moment they become aware of a brand until the deal is closed. Furthermore, each phase has a different need—whether in terms of approach or content.