2. Prospecting Prospecting is the time to make initial contact
Posted: Mon Feb 17, 2025 6:46 am
You probably won't reach the company's decision-maker directly. A receptionist or assistant can be the means to contact him or her.
3. Connection
In this step you reach out to the decision maker – this is your prospect . You can schedule a meeting or a call to introduce yourself and start reaching out.
Remember, this connection should be friendly, not pushing the boundaries to sell right away (especially if it's a high-value product), as you need to gain the lead's trust.
4. Education
At this stage, the salesperson should have a good understanding of the lead's behaviors . They need to identify what is hindering their success and show them how they are going to help them solve those challenges.
It is an educational job so that your client understands the value of your company's solutions to their problem.
5. Closing the sale
This is the time to turn opportunities into business. It is important not to rush so that you can make the offer at the right time, when the lead already trusts your solutions.
Otherwise all the work could be wasted.
What are the main methods of prospecting customers?
There is no one way to prospect clients, so we are going to tell you what the main methods are and how they differ. You can choose what makes the most sense for your business or combine different methods.
Let's go to them!
Outbond
Outbound Marketing reaches out to prospects who are not expecting the company to contact them, as there is no relationship between the brand and the potential customer yet.
To make this contact, companies often use:
phone calls;
emails;
messages on social networks;
telemarketing;
frills;
direct contact list.
The process can become more expensive, as you need to start from scratch with the lead. Therefore, this method is generally adopted by companies with a high average ticket , so the sales value is worth the salesperson's greatest effort.
It can also be adopted by B2C companies with a uganda phone number list low average ticket that are gaining sales volume.
Inbound
It is another way of prospecting clients. It is based on attracting leads through Inbound Marketing strategies such as SEO and Content Marketing . In the funnel, Marketing converts interested parties into leads and leads into prospects. From there, it is the sales team that takes over!
To contact prospects, the team can make phone calls, send emails and schedule meetings.
An important ally here is Marketing automation , which allows you to send automated personalized messages and scale sales approaches.
Therefore, unlike Outbound, there is already a relationship with the company at the time of contact with the prospects and it is already known which ones are most likely to sell. This is why the sales approach tends to be more effective, but the whole process tends to take longer than in Outbound.
3. Connection
In this step you reach out to the decision maker – this is your prospect . You can schedule a meeting or a call to introduce yourself and start reaching out.
Remember, this connection should be friendly, not pushing the boundaries to sell right away (especially if it's a high-value product), as you need to gain the lead's trust.
4. Education
At this stage, the salesperson should have a good understanding of the lead's behaviors . They need to identify what is hindering their success and show them how they are going to help them solve those challenges.
It is an educational job so that your client understands the value of your company's solutions to their problem.
5. Closing the sale
This is the time to turn opportunities into business. It is important not to rush so that you can make the offer at the right time, when the lead already trusts your solutions.
Otherwise all the work could be wasted.
What are the main methods of prospecting customers?
There is no one way to prospect clients, so we are going to tell you what the main methods are and how they differ. You can choose what makes the most sense for your business or combine different methods.
Let's go to them!
Outbond
Outbound Marketing reaches out to prospects who are not expecting the company to contact them, as there is no relationship between the brand and the potential customer yet.
To make this contact, companies often use:
phone calls;
emails;
messages on social networks;
telemarketing;
frills;
direct contact list.
The process can become more expensive, as you need to start from scratch with the lead. Therefore, this method is generally adopted by companies with a high average ticket , so the sales value is worth the salesperson's greatest effort.
It can also be adopted by B2C companies with a uganda phone number list low average ticket that are gaining sales volume.
Inbound
It is another way of prospecting clients. It is based on attracting leads through Inbound Marketing strategies such as SEO and Content Marketing . In the funnel, Marketing converts interested parties into leads and leads into prospects. From there, it is the sales team that takes over!
To contact prospects, the team can make phone calls, send emails and schedule meetings.
An important ally here is Marketing automation , which allows you to send automated personalized messages and scale sales approaches.
Therefore, unlike Outbound, there is already a relationship with the company at the time of contact with the prospects and it is already known which ones are most likely to sell. This is why the sales approach tends to be more effective, but the whole process tends to take longer than in Outbound.