Offer your product to those who need it

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There is nothing more frustrating than receiving recommendations for purchases that you do not need. If this premise applies to your personal life, it also applies to the corporate environment. After all, the professional wasted time on advertising or telephone contact for something that does not indonesia phone number data interest him. For the company, this misaligned Customer Prospecting is also not interesting. It does not generate business or open doors. Therefore, see if your product fits the company's interests. Talk to your developers to find out if the product or service may be of interest to a certain company. In other words, study the market and the companies you intend to prospect.

2. Don't mix tasks

Remember: prospecting for clients is not selling. So, if you are going to visit a company with the goal of getting to know it, do not try to turn this meeting into a sales meeting. The client is not expecting this and will probably not be ready to negotiate at that moment. The goal of prospecting clients is to build the first part of the commercial relationship between you and your future client. Trying to open sales right from the first contact can abort a promising relationship. The chance of generating a referral is small.

3. Ask current customers for referrals

One of the most widely used sales mottos is “current customers lead to future customers.” You can either wait for these referrals to happen spontaneously or even have a referral strategy in place, where your existing customers refer other companies that are a good fit for your product. In exchange, offer discounts, bonuses, or any other business advantage. This will also help to strengthen the connection between you and your current customer.

4. Look at your portfolio

Often, your customer is closer than you think. Prospect for customers in your own portfolio and see how long it has been since each of them bought from you. Renew contacts, schedule new visits, understand why the account is inactive. Doing your homework with the customers you already have is just as important as acquiring new customers, and it is usually cheaper.