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Here
are some tips for sales prospecting for your
business or job.
PROSPECTING - RESEARCH TECHNIQUES DESIGNED TO
HELP YOU FIND KEY COMPANIES AND DECISION MAKERS
Prospecting
for target companies is where the actual sale
begins, while no actual contact with companies
takes place.
Prospecting
is simply about finding those companies with
which you want to do business.
Here are
some of the most important techniques and tips
to help you with your own sales prospecting:
SALES PROSPECTING
Set Objectives
Begin by setting your objectives for
targeting new companies. Prospecting can mean you are either beginning a new
pipeline of potential customers, or it can mean you are attempting to grow
your existing pipeline. Whichever is the case, make sure your objectives are
clear so you have measurable, achievable goals to attain.
Research Methods
There are many ways to find new companies to target. The Internet has a number
of great resources available, including
www.hoovers.com. This site
categorizes companies by SIC code, industry, revenue, geography, etc, and
enables the researcher to obtain contact name information, phone numbers, URL’s,
etc.
Targeting the “right” companies
When looking for new companies with which to do business, it is very important
that you seek out only those companies that you believe you can help through
your products/services. If you believe a company is out of your target range,
then move on. Aspects to consider include company size, annual revenue and
profit attainment, products carried, and whether or not your products/services
can help the prospective customers you are targeting.
Make a list
As you research, ensure you keep a list (either electronically or on paper) of
each company you intend to call and with which to do business. Make a few, short
notes to help you remember why you chose them when you do call them.
Organize your list for your cold calls
Once you have a list, categorize the prospects into “A”, “B”, and “C”
categories. “A” listed prospects are the ones you want to start with
immediately, “B” listed ones are second, and so on. The way you choose to
categorize will depend on what you are selling, and to whom you are selling. For
example, you may organize your lists based on their geographic location. Another
method is to organize by industry or product type. You may even organize based
on the number of contacts you already have within a prospective organization.
Overall, your prospecting efforts should be designed to develop a target list of
companies through which you believe you can do business. An organized, focused
approach to creating that target list will help you establish the groundwork
from which all your sales will generate.
Prospect Continuously
It is important to remember that you should set aside 8 full hours each week for
prospecting. Prospecting continually will ensure that you are continually
filling your pipeline with new potential customers. If you don’t do this
exercise regularly, you may find that you run out of prospects to call, which
could be detrimental to attaining your revenue goals.
Effective, ongoing prospecting leads to a strong base of target companies, which
is key to beginning and maintaining a successful sales career.
Prospecting Sales Marketing
- Cold Calling
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Successful Training
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Here
are some tips for sales prospecting for your
business or job.