Just about every business can spend some time and energy on figuring out how to prospect for clients. And when it comes to prospecting, hard work and effort alone does not always equal results. This is because there are very clear things that we can do, or not do, to immediately impact our results. Some of these are outlined below:
Identify Your Core Value
When interacting with prospects, one of the most important things that they will be concerned about is how you can help them to improve their business. More specifically, they will want to know how you can help them to increase revenue, how you can help them to decrease costs, or how you can help them to decrease risk.
The way that you help companies to achieve any of those benefits is essentially the core value that you have to offer. When prospecting for clients, it can be very helpful to identify the core business value that you deliver to businesses and this should be able to be summarized and communicated in one or two sentences.
Identify How You Differ from the Competition
Regardless of what we sell, we face competition on every opportunity. Even if there is no direct competition, we compete against the prospect’s option to do nothing. With this being the case, we need to clearly identify how we differ from the competition when working on how to prospect for clients.
Identify Your Ideal Prospect
It is likely that we can sell our products to many different types of businesses and individuals. Although, our core value might fit better or deliver better returns to one type of prospect over another. With that being the case, a key step of figuring out how to prospect for clients is to identify what your ideal prospect looks like.
Build Your Target Attack List
Once the characteristics of our ideal prospect can be laid out, we can build a list of businesses or individuals that fit those characteristics in an effort to build an attack list of prospect to go after.
Build Out Your Outbound Strategy
After we have an attack list of prospects, we need to develop a strategy for how to try to connect with them. There are many different outbound tools and tactics that we can use and these include everything from cold calling to email marketing to using social media.
Invest in Your Inbound Strategy
Outbound solutions is not the only component for how to prospect for clients as we can have an inbound strategy as well. One of the most powerful ways to create leads and inbound traffic is to invest time and resources in search engine optimization, or SEO for short.
Expand Your Network
Business networking is one of the most effective ways to find and connect with prospects. In today’s world, networking does not only refer to going to events, joining organizations, and meeting contacts face to face. But now there is also a tremendous amount of work and progress that can be made networking virtually through social media.
|This article was published on Friday 02 September, 2011.|
|Back to main topic: Sales Prospecting
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