There are many methods to find prospects for you business. Attending industry events like sales conventions or trade shows is the first. This will allow you to meet a lot of potential clients, and it will also give you a chance to follow up with them later. You can also find prospects at consumer shows, which are typically open to the general public and often feature a wide variety of products and services. These events draw a large crowd, which is another reason they are great.
Qualified
A key step in the selling process is to identify qualified prospects. First, the salesperson must determine the prospect's problem. Then, they must engage them. The salesperson should also find out the prospect's place in the decision-making process. Although a prospect may have a title, it does not necessarily mean that they have the authority to make decisions. Every company has its own purchasing process. To effectively engage prospects, the salesperson needs to understand this process.
Salespeople often make the error of jumping into the pitch too quickly. To qualify a prospect, a salesperson should take the time to understand their business needs and decide if they are the best person to offer that solution. Qualified prospects are more likely than unqualified prospects to purchase. This is a critical step in the sales process.
Unqualified
Unqualified prospects will not be qualified to be customers. These prospects may seem good-natured but have poor credit histories. While most unqualified prospects can be helped, you may want to consider hiring an expert who can help you qualify them. Most of the time they only need your patience. 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. Your company can save a lot of effort and time by having a good process to identify unqualified prospects. First, determine your company's customer avatar. Set some standards. Make a list of unqualified leads by imagining your ideal client. Once you have the checklist in place, you can analyze your CRM data for clues about where your leads fall within the sales funnel. This process can help you learn the worst spots, as well as the best solutions.
Sitting ducks
When you are selling to a new prospect, you have to remember that you have to be a bit more aggressive than you would be with a long-term customer. This is especially true when it comes to the "low hanging fruit" prospects. These are often close family and friends, or casual contacts from your industry. These are the best people to build momentum, gain valuable experience, and expand your professional network. You may lose out on important deals if you don’t spend enough time with them.
Tire kickers
Prospects who are looking to find out if your product/service is right for them are called tire kickers. They are important in the sales and marketing process. In fact, 67% of tire kickers end up becoming paying customers. So what should you do? It is important to first understand your prospects' motivations.
Tire kickers refer to people who are passionate about your product, but don’t have the funds to buy it. They are also afraid to make a bad choice. They are great for limited-run sales or brand awareness campaigns.