Understand that customer prospecting is crucial for business
Posted: Tue Dec 03, 2024 10:32 am
Prospecting for customers is the most important part of your company's operations. Do you always rely on luck or do you do your homework properly? Do you want to be ahead of your competition? Then understand your customers and their needs. And understanding them is not just about seeing where your product or service fits into their lives, but also knowing how to make yourself necessary.
Starting to prospect for clients without having an ideal vision of who they are is the same as thinking that everyone is your potential client, and that is not true. A lead with the right profile is worth more than a hundred unqualified contacts. Look for quality over quantity.
To sell well, your team needs to know exactly what they are selling, right? Does your team know all the details of your product? If you thought about it, of course you do, they germany business fax list are paid for it, come on! Yes, they do, but have you ever noticed that we often go on autopilot when selling and forget crucial details? Review your prospecting material with your team, look for flaws and forgotten details. I bet your team will find new ways to sell the same product.
Ways to start prospecting for clients
Content marketing: a topic that we are always discussing on our blog and your company can benefit from all the market knowledge to bring in new qualified leads through texts, infographics, videos and ebooks.
Social media: with an ideal profile in place, you can find your audience and talk to them, catching their attention and creating an initial bond.
Ask current customers for referrals of new customers.
Go after old customers, those who haven't bought anything for more than three months. Evaluate the reason for their disappearance, because with this action you can change internal attitudes that you hadn't yet realized were happening.
Events such as fairs and business rounds are a great opportunity for prospecting clients.
Have you ever thought about looking for your client’s former purchasing manager? He or she may be working for a competitor who would also make purchases from your company.
Look for unions or entities in your clients' industry and ask for the list of members. This will give you several names to start working with.
Set goals and get to work!
This phrase often scares us and leaves us paralyzed, not knowing where to start. But don't worry, you can start slowly and increase your pace later. Just like when you start training to run, on the first day you run a little and then increase the frequency and amount of time.
Plan the creation of new materials, blog posts, ebooks and social media posts with your team. Once you have produced some materials, include sending out email marketing messages to inform your leads about the new content.
An important piece of information when prospecting customers is to have a detailed profile of your persona. Pay attention to these tips when thinking about your persona and creating content targeted at them:
Who is your potential customer? (physical and psychological characteristics of the person responsible for the purchase)
What kind of topic would interest him about your company or industry?
What are the most common activities he/she performs (both personally and professionally)?
What is your level of education?
What kind of information does he consume and in which vehicles?
What are your goals, difficulties, challenges and obstacles?
And if your company sells to other companies, don’t worry, the persona can help you too. Think about:
What type of company buys your solution?
What is the position of the buyer?
Who influences the decisions of the department your company sells to?
Use time to your advantage, get organized!
A CRM (Customer Relationship Management) can organize your life. The term refers to a set of practices, business strategies and technologies focused on the customer that, from small businesses and startups to medium and large organizations, can use to manage and analyze interactions with their customers, anticipate their needs and desires, optimize profitability and increase sales and the assertiveness of their campaigns to attract new customers. Thinking about customer prospecting also means having in mind the organization of information and especially the time for each task.
Starting to prospect for clients without having an ideal vision of who they are is the same as thinking that everyone is your potential client, and that is not true. A lead with the right profile is worth more than a hundred unqualified contacts. Look for quality over quantity.
To sell well, your team needs to know exactly what they are selling, right? Does your team know all the details of your product? If you thought about it, of course you do, they germany business fax list are paid for it, come on! Yes, they do, but have you ever noticed that we often go on autopilot when selling and forget crucial details? Review your prospecting material with your team, look for flaws and forgotten details. I bet your team will find new ways to sell the same product.
Ways to start prospecting for clients
Content marketing: a topic that we are always discussing on our blog and your company can benefit from all the market knowledge to bring in new qualified leads through texts, infographics, videos and ebooks.
Social media: with an ideal profile in place, you can find your audience and talk to them, catching their attention and creating an initial bond.
Ask current customers for referrals of new customers.
Go after old customers, those who haven't bought anything for more than three months. Evaluate the reason for their disappearance, because with this action you can change internal attitudes that you hadn't yet realized were happening.
Events such as fairs and business rounds are a great opportunity for prospecting clients.
Have you ever thought about looking for your client’s former purchasing manager? He or she may be working for a competitor who would also make purchases from your company.
Look for unions or entities in your clients' industry and ask for the list of members. This will give you several names to start working with.
Set goals and get to work!
This phrase often scares us and leaves us paralyzed, not knowing where to start. But don't worry, you can start slowly and increase your pace later. Just like when you start training to run, on the first day you run a little and then increase the frequency and amount of time.
Plan the creation of new materials, blog posts, ebooks and social media posts with your team. Once you have produced some materials, include sending out email marketing messages to inform your leads about the new content.
An important piece of information when prospecting customers is to have a detailed profile of your persona. Pay attention to these tips when thinking about your persona and creating content targeted at them:
Who is your potential customer? (physical and psychological characteristics of the person responsible for the purchase)
What kind of topic would interest him about your company or industry?
What are the most common activities he/she performs (both personally and professionally)?
What is your level of education?
What kind of information does he consume and in which vehicles?
What are your goals, difficulties, challenges and obstacles?
And if your company sells to other companies, don’t worry, the persona can help you too. Think about:
What type of company buys your solution?
What is the position of the buyer?
Who influences the decisions of the department your company sells to?
Use time to your advantage, get organized!
A CRM (Customer Relationship Management) can organize your life. The term refers to a set of practices, business strategies and technologies focused on the customer that, from small businesses and startups to medium and large organizations, can use to manage and analyze interactions with their customers, anticipate their needs and desires, optimize profitability and increase sales and the assertiveness of their campaigns to attract new customers. Thinking about customer prospecting also means having in mind the organization of information and especially the time for each task.