A well-targeted prospecting

Choose the right fruits

It takes a very good strategic action to convert a prospect into a customer.

We regularly hear business leaders say that their products and services are aimed at all companies that meet certain general criteria: those with 100 or more employees, or with annual sales in excess of $10 million, etc.

A good start, but not enough to fuel a customer acquisition process that will bear fruit on an ongoing basis.

To find new customers on a regular basis, you must first and foremost target the companies you want to promote your products and services to, and put the time, effort and strategic actions required to identify and cultivate them properly in order to move them from prospect to customer.

It is therefore necessary to know how to target your actions and work over the long term. The more you target and the more you develop the business relationship, the better the results will be.

Questions to ask yourself

The ideal targets will of course vary from one company to another and according to the type of customers sought, but it is important to define them well and to prioritize your actions correctly before embarking on an active search for new customers.

It is best to ask yourself certain questions before you start.

In the current context, should we only focus our efforts on clients who might be ready to buy right away, at the risk of reaping smaller contracts or mandates that will have to be renewed repeatedly?

Can we invest time and resources in a charm operation aimed at prospects that offer much greater potential, but that will likely take longer to convince?

Can you do both?

Which industries are most likely to need our products/services right now?

What does my ideal customer look like? What is his or her main need?

Which arguments should I develop to attract his attention?

What approach should I take to get them to listen and buy?

The answers to these questions and a few others are essential to set up a strategic action in order to target the right prospects, those prospects with whom we will promote the solutions and the benefits of the products and services we offer.

Action

Achieving results obviously requires action, action that requires the implementation of a good prospecting strategy and execution that is as strategic as it is rigorous.

It is clear that prospecting requires resources and sustained effort, but it remains one of the best tools for attracting new clients on an ongoing basis and building lasting business relationships.

For more information, leave us your contact information and we will be happy to discuss your client acquisition objectives.

 

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