5 Tips on How to Start Prospecting

To some extent, it’s true that the more people you reach out to in prospecting, the more customers you’ll attract. But only to a certain point. Beyond that, you might rapidly reach a point of diminishing returns. You may easily end up expending energy in vain, getting very little results for your efforts in return.

You expect to work hard in sales, but working smart is also necessary.

5 tips on how to start prospectingProspecting clients is about building trust-based relationships, which sounds like something that’s hard to pin down. However, it’s possible to have a sound strategy in place to help you build those relationships, and if you pursue them diligently, the return for your efforts will be greater. Here are five essentials that will show you how to prospect more effectively.

1. Thoroughly understand the customer you hope to find.

If you don’t know precisely who you’re looking for, there is a chance you might find the right prospect anywhere. At the same time, you’ll have to waste most of the time pursuing people who are uninterested in the products and services you offer. That’s why it’s essentially important to outline your prospecting strategy

Understand the demographics and other special characteristics of your ideal customer and identify their needs. At the start, you can focus your efforts more on using referrals and researching your existing clients. Then, search for prospects with similar needs to them. Developing an ideal customer persona and appealing to the problems they want to solve when getting to you shows consideration and empathy, rather than trying to win a sale. 

2. Know where you’re most likely to find your potential client.

Sales leads may be found in places other than where you expect. Years ago, Land Rover created a ruggedized mobile phone that they expected to sell to outdoor laborers like construction workers. It didn’t take long for them to realize they had another market they didn’t expect: mothers of toddlers in the suburban jungle.

While you want to make the most of the knowledge you get from your customer base, it’s worth expanding your concept and figuring out who might be well-served by your products as well. Then, do a little research and find out where they tend to congregate online, what their areas of interest are, and what needs they have. 

If you don’t have the bandwidth or a team dedicated to prospect research, companies like CIENCE are able to supply qualified leads and research directly to you every week. 

Find Qualified Leads with CIENCE

3. Define and articulate your unique value proposition.

Your unique value proposition (UVP) is a concise statement of the benefits your product or service delivers to your ideal customer. This includes a description of the product or service, the definition of the target audience, and the value your product or service delivers.

In other words, with UVP you explain what is so special about your offer that your prospects can’t do without. This can be something as simple as getting more time, increasing the cost-efficiency of the product, or improving the customer service. Your UVP should clearly define what the ideal customer will gain and experience after they buy from you.

To do good prospecting for business, you should clearly understand your unique value proposition and be ready to articulate it to others.

4. Devote time to prospecting with a disciplined strategy.

No doubt, there is an art to prospecting. But success largely depends on making the commitment and sticking with it. Developing a disciplined strategy helps to ensure you maximize the returns of your effort, and that you don’t forget any important steps that might let customers slip through the cracks.

To start with, you can designate thirty minutes each morning to prospecting, set a goal of a certain number of prospecting calls per week, and determine how much of each week should be devoted to new business development. Tracking your results and refining your approach should also be part of the strategy. While measuring spending time prospecting is important, this shouldn’t harm other sales processes which need your undivided attention. 

prospecting tips5. Use sales prospecting tools and services that give you an advantage.

Without the right tools or system in place, it’s easy to get lost in the sea of prospecting. How do you know which leads are active or even ready to buy? Which ones do you target and which ones do you leave for now? Data service providers like CIENCE have the tools that make prospecting easier to navigate. 

Prospecting customers starts with a careful evaluation of your ICP. Your parameters get entered into the database and are matched with actual contacts. These records are ready for prospecting and available to you throughout the whole course of your subscription.  

Meanwhile, if you want to go deeper, there’s a highly professional team of researchers who can conduct thorough data analysis to segment your customers into specific categories. It's later followed by creating personalized advertising and outreach campaigns to deliver unique customer experiences across multiple channels.

Outsourcing a prospecting team like this is more cost-effective than hiring one in-house. Instead of spending time on routine tasks, you can focus on building meaningful relationships with your clients. 

Get Ready to Prospect

Customer prospecting isn’t easy, but with the right strategy, software and dedicated amounts of time can become a more seamless process. Be sure to measure the amount of time your team dedicates to prospecting daily. If it takes up more time than you’d like, working with a lead generation company is worth the investment. It enables you and your team to focus on the sale and increases the likelihood of closing even more deals. 

CIENCE’s meticulous outbound solutions take care of prospecting your clients. With the help of cutting-edge technology and human intelligence, you get personalized campaigns targeted to your ideal customer profile, customized email/phone outreach, and reliable appointment setting. Sounds good? Don’t hesitate to book a meeting with CIENCE and improve your sales process today.

Start Prospecting with CIENCE!

Editor’s note: This post was originally published in November 2017 and has been completely updated for accuracy and comprehensiveness.