Prospecting is not the most glamorous part of being a salesperson. It can feel like a struggle at times to find the right sales prospect or generate leads. Prospecting involves a lot of digging, researching, and telephoning to find leads and potential customers who might be interested in your product or service.
But there’s a reason you need to prospect as part of your sales process. You see, the people who are most likely to buy from you (or from any salesperson) get value from what you offer. They’re your ideal prospects: people who will pay you for what you offer and help you further your aims as a business.
That doesn’t mean everyone who buys from you meets this criterion. It means identifying the type of person who meets that criterion, finding them, and speaking with them about buying from you again. These 7 tips will help you get started on the road to generating leads and attracting your ideal prospects:
What are Sales Prospects?
A sales prospect is someone who could theoretically buy your product or service and for whom you have a sales process that works towards making a sale. A sales prospect is not somebody who has already bought from you or is already committed to buying from you in the future.
They’re somebody you think might buy from you but haven’t bought from you yet. A sales prospect needn’t be committed to buying from you right now. Somebody might be interested in what you offer but doesn’t have the budget to buy right now. Sales prospects are people who you can turn into customers.
In most cases, people will buy from you using your product or service because they’re interested in it and see value in what you offer. They’re not people who are forced or coerced into buying from you; rather, they’re people who buy from you because they want to buy from you.
How to Prospect for Sales?
Before you start with these tips and tricks, you must ensure that you have a strategy for prospecting for sales. Many salespeople get stuck in a rut and just call or email whoever is on their list without thinking about what they want to achieve.
The more you can structure your prospecting process, the more successful you’ll be at generating leads and building your sales pipeline. This is especially important for any salesperson who works remotely or abroad.
You can’t just walk down to your local coffee shop or library and talk to people there. You need to have a process to reach out to people you could potentially sell to.
How to Define Your Ideal Sales Prospect
When prospecting for sales, you should always think about your ideal prospect. This person would most benefit from your product or service and buy from you. You can shape your sales process by thinking about your ideal prospect to address their needs.
When you’re defining your ideal prospect, there are a few things you need to keep in mind. You need to keep in mind the problems and needs of your typical customer. You need to keep in mind the budget of your typical customer. And you need to keep in mind the timeline of your typical customer.
Ask your existing customers for referrals
While you don’t want to alienate your existing customers, you want to find ways to turn them into your sales team. And you can do that by asking them for referrals. You can ask your current customers for referrals in several ways.
You can ask them if they know anybody who could benefit from your product or service. If they say yes, ask them for their contact details so you can follow up with them. You can ask them if they’d be willing to introduce you to people they know who could benefit from your product or service.
You can also ask them if they’d be willing to introduce you to people they know who might be willing to make a referral. They might be willing to do this in exchange for a token of your gratitude.
Network and attend networking events
The best salespeople are the ones who make the most of their networks. They build relationships with people who can bring new business, provide referrals, and help them further their aims. You can do this with your networks, and you can do this by building new ones.
This doesn’t mean that you need to be the life of the party. But it does mean that you must make time for online and offline networking. You can start with your social media networks. You can also reach out to local organizations and societies and attend networking events where you can interact with others face-to-face.
Set up a lead capture page on your website
You can start generating leads even before you’ve spoken to anybody. If you’ve written content for your website that addresses your ideal prospect’s pain points, you can use lead capture forms to get their contact details. The simplest way to do this is with a lead capture form, which you can easily add to your website.
You can also use pop-up forms, quizzes, and surveys to get people’s contact details. This is a great way to increase the amount of contact information you have. And you can use this information to start communicating with your leads. You can use your website to identify leads and start communicating with them. This is a great way to get sales without talking to people face-to-face.
Write a blog post introducing yourself and your business
If you don’t have a blog, or you don’t have a blog that introduces you and your business, you should start one right now. Blogging is an excellent way to generate leads and build relationships with potential customers.
When you write a blog post introducing yourself and your business, you get to share information about yourself, introduce your product or service, and attract your ideal prospects in one fell swoop.
You can write a blog post introducing yourself and your business in one of two ways. You can write a blog post introducing you and what you do. Or you can write a blog post that introduces your business.
Communicate with your leads using email drip campaigns
After you’ve written your blog post, you can send emails to the people you’ve identified as leads. You can do this as one big email or an email drip campaign. You can send one email to everybody you’ve identified as a lead.
Or you can break up your sales process into multiple emails, each of which leads your prospect toward a sale. Whichever you choose to do, you need to make sure that the first email in your email drip campaign is designed to bring value and not be too salesy.
These 7 tips will help you get started on the road to generating leads and attracting your ideal prospects. Start by defining your ideal prospect. Then, you can ask your existing customers for referrals, and use lead capture forms or pop-up forms on your website to get more contact information.
Next, write a blog post introducing yourself and your business, and then use that blog to communicate with your leads using email drip campaigns. Finally, make ad hoc phone calls to identify leads and introduce yourself even before you’ve spoken to them. With these 7 tips, you’ll be well on your way to generating leads and attracting your ideal sales prospects.