There are several ways to find prospects for your business. The first way to find prospects for your business is to attend industry events like trade shows or sales conferences. You will be able to meet many potential clients and also have the opportunity to follow up later. Prospects can also be found at consumer shows. These are open to all and often offer a wide range of services and products. These events are very popular because they attract a large number of people.
Qualified
Identifying qualified prospects is a critical step in the sales process. The first step in the sales process is to identify and engage prospects. The salesperson must also discover the prospect's role in the decision-making process. While a prospect may be titled, this does not necessarily mean they have the authority or power to make decisions. Each company has a unique purchasing process, and the salesperson must understand the decision-making process to effectively engage the prospect.
Many salespeople make the fatal mistake of jumping straight into the pitch. To qualify prospects, a salesperson needs to take the time to learn about their business and decide if they're the right person to help them. This step is essential to the selling process since qualified prospects are much more likely to make a purchase than unqualified.
Unqualified
Unqualified prospects are people who don't meet your qualifications to become customers. Although these prospects are often well-intentioned, their credit history can be a red flag. You can usually help most of these prospects, but it's worth looking into hiring someone who can help you identify qualified candidates. They usually only require time. Some people may need some guidance, especially if they are not qualified. Although most of them are well-intentioned, the damage they do to your credit report is temporary and can be repaired.
Many marketing departments spend a lot time looking for leads that will fit their ideal customer. A solid process for identifying unqualified prospects will save your company much time and effort. First, determine your company's customer avatar. Set some standards. Make a list to help you identify unqualified leads. Once you have this in place, analyze your CRM data to learn where your leads fall through the sales funnel. This process will allow you to identify both the weakest and most promising areas.
Sitting ducks
You must be more aggressive when selling to new prospects than you would with long-term customers. This is especially true for the "low hanging fruits" prospects. These people are typically close friends and family, or casual contacts in your industry. These people can help you build momentum, gain valuable experiences, or expand your professional networks. You may lose out on important deals if you don’t spend enough time with them.
Tire kickers
Prospects who kick tires are people who want to test your product or services. They are important in the sales and marketing process. 67% end up becoming customers after they kick tires. So what can you do now? To identify these prospects, the first step is to understand their motivations.
Tire kickers may be people who are interested but not able to afford your product or services. They're also scared of making a bad decision. They are therefore ideal for brand awareness and limited-run sales.