Capturing new customers is vital for any company to grow. At the same time, it is the weak point for most professionals in the sales area. Prospecting effectively is only possible with well-defined planning and a roadmap, otherwise it will be a huge waste of time.
So here is the ideal construction of a script for prospecting clients.
- What is Customer Prospecting?
- The Ideal Customer Profile
- How to Find New Customers’ Contact Details?
- How to Prospect for Clients via Email
- How to Prospect for Phone Customers
Client Prospecting Guide
What is Customer Prospecting?
The term prospecting originated in gold mining. Prospecting is to go further in analyzing the results of your email campaigns and locating precious stones in a deposit. The term is perfect for sales because it defines the search for contact with the best buyers.
Prospecting involves identifying which contacts are most likely to make a purchase from a crowd, a task that is not easy considering the number of external factors that can interfere.
We have an article where we detail everything about what customer prospecting is.
The Ideal Customer Profile
Before starting any prospecting work, you must know exactly who website traffic and get leads are looking for. Starting with those who operate in the B2B (Business to Business) market:
- Segment
- Region
- Port
- Number of Employees
And everything else that is possible.
For B2C businesses (Sale to end consumer):
- Gender
- Age
- Region (City/State)
- Social Class
- What do you like most?
- What You Don’t Like
- What are the needs?
Information for B2C prospecting can also be used to define the buyer persona of the decision maker in the prospected company.
How do I find contact information for new customers?
In the last 10 years, the way in which beb directory is done has changed. In the article “What prospecting was like 10 years ago and what it is like today” I made a comparison between the tools we used and how the internet and new tools like Pcontrol have made automated actions possible.
The fact is that in just a few clicks we can access detailed information about leading companies and professionals.
Company Contact Sources
1st Google:
It may seem obvious to some, but many sales professionals have never done a simple Google search for company contact information. Through the search engine, you can even reach several other sites that provide complete company data.
2° Organization and Niche Websites:
such as ABF , Shopping Malls, Unions, Commercial Associations, etc. For all niches there is a source of information, not all of them are free but depending on the average ticket it is worth the investment.
3° Linkedin and other social networks:
Sooner or later your client will be on the internet. At these times, networking is essential and social networks are essential.
The disadvantage of this type of action is that all the work is manual and it can take a while until you build a list with a sufficient number of contacts. To optimize this action, count on Pcontrol.