• Apophia

Sales Prospecting: All You Need To Know

Sometimes a business can’t just rely on the current customers or those who looked out for it because they wanted to have a specific good or service from it; at times, a bold move is all you need to get that person out of comfort convince him or her until he/she becomes a customer, this is what we call sales prospecting.

Sales prospecting refers to a process whereby a company’s sales representatives make outbound calls or send outbound emails to leads/prospects in hopes of creating new business by searching for new potential buyers/customers for your products or services. Making mobile calls, sending emails, SMS text messages, notifications, and reminders to people who have shown interest in your products or services is what we call sales prospecting. All the above are forms of prospecting with hopes that we may turn those specific interested people into future customers.

Companies dedicated to achieving a return on investment or even having new customers who could be potential buyers now or in the future do this by employing experts in this field called sales prospectors. Sales’ prospecting is done with the aid of a contact database or information about companies; this helps sales representatives search about certain companies, know more about them, gauge if they could find the right people to approach, and finally get a contact person to penetrate through.

Given that sales representatives approach people or companies that they already know, the chances are high that they are likely to pitch through and get a deal. One good thing about sales prospecting is that it keeps new customers/leads flowing into a business, and when these are convinced, they could become lifetime supporters of a company.

While doing prospecting, the sales process can make it easy for sales prospectors to determine whether a lead can qualify to be a prospect and whether prospects can qualify to be potential buyers or customers for your product/service. Here is a small highlight and break down of the sales steps that you should follow right from prospecting to closing a deal when you have won the prospect to become a customer;

The key steps in the sales process while qualifying a lead and a prospect to become a customer;

  1. · Prospecting, Prospecting is the process of sourcing and identifying new leads/prospects or clients to begin working through the sales process.

  2. · Connecting and Qualifying, The connecting process involves representatives initiating contact with those early-stage leads to gather information. Qualifying new leads involves deciding whether or not they're a good fit lead for your business and whether or not they will likely move forward in the buyer's journey.

  3. · Initial meeting involves scheduling the first appointment with the leads/prospect after confirming that they have fully qualified.

  4. · Researching, Researching involves representatives knowing more about the prospect by digging deeper. When representatives learn more about each prospect and company, it allows them to offer a more tailored and personalized experience and improves the likelihood of closing a deal.

  5. · Presenting involves a salesperson running a formal presentation or demonstration of your product or service for your prospect on how he or she will benefit from it.

  6. · Handling Objections, This involves listening to the prospects' objections and questions from prospects; this helps representatives drive your product or service to fit the prospect's needs and wants.

  7. · Making an offer, negotiating, and finalizing; when the prospect's needs are understood, you choose to make an offer or not, but once you choose to make an offer, you will need to negotiate the final terms and conditions.

  8. · Closing the sale involves coming to a conclusion or reaching an end by the prospect and the representative by accepting to buy the product/service or turning down the deal. The close step is what every salesperson works toward. This is expected to result in a mutual benefit and a contractual agreement between the prospect and the seller.

  9. · Deliver the product. This is where the representative delivers the product or service to the customer physically; this happens only when a prospect becomes a potential customer or buyer.

Traditional Sales prospecting methods.

There are two traditional sales prospecting methods these are; inbound prospecting and outbound prospecting;

Inbound prospecting; this involves sending out emails to leads/prospects that have already shown interest in your goods or services; this is intended to keep the conversation flowing and build a stronger relationship with your customer, it involves answering any questions a lead/prospect may ask as well as introducing your product to him or her. This prospecting technique is believed to be shorter while prospecting.

Outbound prospecting; involves unexpected calls/messages to a person to sell a product or a service, this method of prospecting is believed to take longer because a representative is building/starting from scratch.