Regardless of what you are selling, a very important step in improving sales is to identify how to find prospects. Here are three simple steps to help make that happen.
1. Identify Your Ideal Prospect
One of the most important steps in sales prospecting is to identify what your ideal prospect looks like. If we do not know what prospects fit best with what we have to offer and the prospects that have the highest probability of moving forward, we might not have clarity as to what prospects to spend our valuable time with.
If we do not spend enough time in this area, not only will we not know what prospects to proactively pursue, but we also stand to increase the amount of time that we waste with prospects that do not fit well and have a very low probability of purchasing. Time wasted as a result of this can be a key factor in poor sales results and sales performance.
When trying to paint the picture for the ideal prospect, look to fill in the attributes for five key characteristics:
Geography: defined area to focus
Size: size of business or financial details for consumer prospects
Industry: industries that fit best, or social demographics for consumer prospect
Title: department and level of position for the prospects that we need to connect with
Current state: what the environment looks like for prospects that fit best
2. Build Your Attack List
Once you have identified what type of prospects to pursue, you should move to build attack lists to improve how to find prospects. This can be a two step process as we can first build a warm list which can be a list of all of the prospects that we know at the top of mind. These could be prospects that we have done business with in some way or another, already have contacts at, drive by their office everyday, etc. This can be the first attack list to work from.
From there we can build a larger list that is more of a mass data dump of all of the prospects that fit our ideal prospect characteristics. This could be our cold list and if we use some sort of list service or tool, this could be a huge list of prospects totaling somewhere in the thousands. Once we have that, we can break off chunks of hundreds of prospects at a time and work those smaller lists one at a time.
3. Connecting with Prospects
We now know what prospects we need to connect with as we try to figure out how to find prospects. Now we just need to actually connect with them. There are many different tools and forms of communications that we can use to reach out to them. We can use the traditional sales tool of picking up the phone and making cold calls. We can also use social media and try to connect by establishing a connection and sending direct messages. Or we can use more mass marketing tools like search engine optimization and email marketing to try to reach a larger area and number of ideal prospects as we improve how to find prospects.
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Launch Pad Solutions provides cold calling coaching to help sales pros improve how to find prospects.
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