What is a prospect and how to get more prospects for your business?
February 8, 2022

A prospect is someone who can eventually become a potential client, someone who has been interested in our brand, service, or product. You may have registered an inquiry on our website or on our social networks to receive advice or other information.

 

A prospect will likely become a client, but before that, they have to go through certain processes to get there, and then it is our task to qualify that prospect and determine if they meet all the requirements to become our client.

 

If you have the process and no prospects, you need to focus on the search for these prospects, you need to know where are they and where you need to go find them.

 

It helps a lot to imagine that we are our client, the easiest way to do it is to think that we are the ones who are going to buy our products or services. That way, you’ll be able to “get to know him” and think about where he’s likely to go for information. Prospecting requires knowledge and creativity.

 

 

Where to get prospects?

 

There are many different ways to get prospects. The Internet has made the search of prospects easier. We can get clients all around the world, we are not limited to the physical area where we live.

 

We will show you some ways where you can start looking for those prospects.

 

 

Networking 

 

The art of Networking creation results in the development of mutually beneficial relationships for us and our future clients, it is a valuable prospecting tool, not only to retain old prospects but also to connect with new ones.

The larger and more diverse your network of contacts, the larger your pool of potential prospects. If your business is location-specific, joining local organizations can also be a valuable tool for connecting with local business leaders and prospects.

 

 

Social Media

 

Facebook and Instagram can be used at a professional level to create relationships with key people, after all, decision-makers in any organization are people.

 

Professional networking sites like LinkedIn are also becoming more important. There are niche-specific networks that you can join. Your business profile on professional networking sites becomes a critical tool in selling yourself as a brand.

 

These sites allow you to collect information about your potential customers, such as their education, professional experience, and their testimonials about their purchases, wants, and needs.

 

Connect with your prospects.

 

The best advice is to be direct, sincere, and yourself. Your potential client, who is likely to be very busy, will appreciate your candor and brevity. If you think that you can’t help the prospect solve his problem, you shouldn’t continue the contact.

 

In that case, you should consider investing in becoming an expert in the subject.

 

Wouldn’t it be great if instead of looking for prospects, you could have your prospects come to you? Present yourself as a subject matter expert, an authority in your field.

 

Pick an area and start researching until others in your industry know you as an expert and come to you for consultation and advice.

 

You can create a blog or write articles that offer free advice, like this one for example.

 

 

Thinking about the prospecting process

 

 

Organize the information of your potential clients

 

By using prospecting tools, you will see that you will have a lot of information to manage. Keeping detailed records of every interaction we have with our customers is the next step. This arrangement will allow us to continue with the rest of the prospecting process.

 

 

Choose programs as organization tools

 

A CRM software allows you to maintain relationships systematically, making a more consistent follow-up of potential clients and satisfying their needs.

 

 

Keep the information updated

 

Things can change quickly in business, especially in large companies. If the person you’ve been doing business with at a company no longer works there, it’s important to find another key person to contact soon if you want to keep your customer.

 

 

Take some time to qualify your prospects

 

Once you’ve identified your potential customers, it’s important to understand that not all customers are the same. Some are willing to form business partnerships and grow with us over time, while others are only looking to do business with whoever offers the lowest price.

 

 

Things to consider when qualifying your prospects.

 

Here are some things you need to pay attention when organizing your prospects:

 

 

Does your potential client have a need?

 

There is no point in going after another person in the company or making a persuasive presentation if there is nothing you can do for this person or organization.

 

 

Does your customer have the authority to make the purchase decision?

 

The potential customer in a company may love your product and tell you that it is exactly what the company needs. But if he´s not the person with the buying power, he’s not a qualified prospect.

 

Does your customer have the resources to buy the product or service?

 

Sometimes knowing the answer to this question means the make or break in a sale. If the prospect doesn’t have the resource to purchase, then it won´t make sense to invest in that.

 

Is your customer willing to buy the product?

 

Even if your potential customer has the resources and authority to buy, they may not be interested in what you’re selling.

 

Important takeaways

 

Prospecting requires creativity and knowledge. We have to look for potential buyers in many places. Existing customers and referrals can be great sources of leads because customers are already familiar with the service and can speak for us and our brand.

 

Networking provides the opportunity to leverage existing relationships to develop new leads. Advertising and direct marketing provide a way to reach many prospects who may be interested in our product or service.

 

Being an expert in the field can differentiate us from the competition and help us generate leads thanks to the experience. Qualifying the potential customer includes identifying whether they are ready, willing, and able to make a purchase decision about the product or service.

 

 

 

 

Shannon Stapleton

Shannon Stapleton

With a background in marketing and design from DCTC, Shannon considers herself a lifelong learner. She makes investing in herself a priority and prides herself in helping others do the same. She thrives from surrounding herself with good people, good energy, doing good work, and giving back in the community.