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Let’s talk prospecting: the vital job that every salesperson loves to hate. You might try passive lead generation, or even buying leads to get around it — but you’ve still got to call them, so you’re still making tons of calls.

This is where this article can help. Prospecting can become more productive when you equip yourself with understanding how to identify more opportunities in your prospecting. If you concentrate on one of these 12 types of prospects per day, you will take your business to greater heights!

If you can’t find the time to do the prospecting & keep your revenue up, hire a full-time experienced Prospecting Virtual Assistant. MyOutDesk can save you up to 70% on employment costs.

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1. The Deal Seeker

This prospect knows what you are offering, and they will respond when they know “the deal.” This is where you can offer a small promotion to entice them, and then add one more to stack on top during your call to reel them in!

2. Knows Your Product

This prospect knows what you are selling, but they aren’t sure if it’s right for them. Offer them strategies, industry knowledge, numbers, facts, and figures. The more stay can relate to your product, the closer you are to the sale.

3. Knows Their Solution

Your prospect is aware of the result that they want, but not aware that your product can provide their intended solution. Envision this result with them, and backtrack on the steps it takes to get there. Let them visualize how they need your product.

4. Knows Their Problem

This prospect is aware that they have a problem but doesn’t know that there’s a solution. Understand this persona, and it’ll be easy to research who matches the profile. Prepare a personable script to introduce to them the solution that they did know that they NEEDED. Offer to be their strategic problem-solver.

5. Completely Unaware

This prospect has no knowledge of their problems, solutions, or product. These types of businesses can be often labeled as old-fashioned, and all it takes is to have a conversation on their level. Perhaps let them reminisce the glory days, and show them how it isn’t too late to find the same comfort in your product.

6. Long-time Lead

Look, most people are working from home and are looking for a connection in these times. We all know leads need to be nurtured. Make a list of all that you’ve nurtured so far, but have not yet made the purchase. You can even back-track to as soon as yesterday’s list. Now is a great time to engage them in conversation.

 

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7. The Warm & Familiar

These are the friends and acquaintances who you know and they know you by name. Call them up and ask they can use your product or service at this time. A simple casual conversation. Even if they say no, you can always ask if they know of anybody who might be interested.

8. Re-Engaged Customers

From a spreadsheet or CRM, you can find every customer that your company has sold to in the past. You can also add to the list by asking yourself and colleagues of any persons or businesses they had a good customer relationship with during a previous role.

9. Your Current Clients, Vendors & Customers

Reflect on every person that you do business with. Make a list and have a conversation with all of them. Even if the nature of the relationship is not one for doing sales, opportunities still exist in all conversations. Check-in with them, ask how they’re doing, let them know how your business is doing, and seek opportunities. Maybe they’re a new collaboration project, a referral, or a new sell from an existing connection! 

10. Professional Networks

Have you identified all the industries and sub-sectors that you serve? Think about all your happy clients who are able to put a good word in for you as you tap into their professional networks. Look for new contacts and names in those networks and build a testimonial portfolio of all your previous relatable success stories.

11. Family Orbit

Reflect on those tied to your family, close friends, and past relationships. This can be a relative you haven’t seen in years or their best friends. You need to make a list of those within your family and close friend orbit. These are already warm calls and, at the same time, it’s great to stay connected with your community. Continue down the list to friends from church, old sports teams, and even your old classmates.

And lastly (12): The Competition & Their Customers

Nowadays, it’s easy to find out who your competitors’ customers are. Look into who has engaged with your competitions’ Facebook, Linkedin, and other social media pages.

First, reach out to your competitor and ask if there are any industry-related issues that you can potentially support. (It’s also an excellent time to buy companies out and take over market share!) 

Next, double down on promoting your services to those comfortably in your competitors’ seats. If you know your value, it’s a great opportunity to show it off. Think about all the cell phone service companies that constantly tempt you to switch services! Friendly competition is the nature of business. 

 

If you need help, or want to explore some ideas, book a schedule a free Business Strategy Call today.  

 

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