Prospecting definition
Prospecting is theaction of seeking out potential new customers, and using various sales techniques to convert them. It can be carried out in different ways and by different means. As long as potential customers have not made a purchase, they are called “prospects”. Once they have made a purchase, they are called a “customer”.
There are different types of prospecting, such as B to B (professionals canvassing professionals) or B to C (professionals canvassing private individuals).
Why is prospecting essential?
Prospecting is all about finding new customers. Without new prospects, there are no new customers, and without new customers, a company is generally doomed to close.
What are your prospecting methods?
Traditional prospecting strategies :
Door-to-door canvassing: direct canvassing at the prospect’s home
Newspaper and magazine advertising
Cold calling: Calling a completely unknown contact person
Trade fair: to meet new prospects
Modern prospecting strategies :
Social networks: A prospecting strategy via social networks can be an effective way of targeting prospects and generating qualified leads.
Linkedin: Introduction to business via Linkedin
Warm calling: Call a contact person about whom you have already made enquiries to facilitate interaction.
Email marketing: Communicating with potential customers by e-mail
What tools should you use for prospecting?
Depending on the prospecting method you choose, your prospecting tools will of course be different: marketing automation tools, electronic diaries, customer mapping applications or GPS.
If you’re a traveling salesperson, we recommend you try Moovago, the leading prospecting software for field sales representatives, free of charge.