Prospecting

Prospecting

Prospecting Jonathan Poland

Sales prospecting is the process of identifying and researching potential customers for a business’s products or services. This typically involves researching target markets, identifying potential customers, and reaching out to those customers to determine their interest in the business’s offerings. Sales prospecting is an important part of the sales process, as it helps businesses to find new customers and grow their revenue. By identifying and contacting potential customers, businesses can increase their chances of making a sale and expanding their customer base.

Cold Calling
Contacting an organization or individual who hasn’t made an inquiry to you. Can be done across multiple platforms using its native tools. Could be actual calls or direct messages via text and social.

Qualified Leads
Many companies have a process of acquiring leads using promotional methods such as digital advertising. Leads provide contact information and sales operations teams determine which leads are qualified to become customers. Prospecting then begins with the qualified leads.

Social Media
A salesperson may actively discuss topics close to their product in social media in order to connect with customers.

Trade Fairs
Industry events such as trade shows or fashion weeks.

Networking
Using personal connections to connect with more people in an industry. For example, a software salesperson for the banking industry in Hong Kong may hang out at the same popular spots and know many of the same people as customers in the financial industry.

History
Looking at recovering lost customers or failed proposals.

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