Customer Prospecting Process – How to Prospect Customers

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how-to-prospect-clients



1. Formulate the definition of prospects
Potential customers must have the willingness, financial ability, and authority to buy, and they must be available for the salesperson to approach them.

Salespeople waste their time when they try to sell to individuals who don't need the product or don't have the money to pay for it.

They also waste time if they try to sell to the wrong people, so it is important to determine which people, in each company, have the capacity and characteristics to buy.

The president of a large corporation, for example, may need insurance cayman islands whatsapp number database and be willing to pay for it, but a particular salesperson may have no way to establish a conversation for a variety of reasons, such as lack of contact information.

In addition to meeting the established requirements, there is another unique requirement for each company's clients. Starting with the data on the profitability of current accounts, all the typical characteristics of profitable accounts that do not readily share their data must be detected.

These identifying features should ideally be recognizable from information appearing in directories or listings.

In many businesses and professions, for example, prospects are easily identified from classified listings in telephone and city directories.

The key characteristics that identify them are grouped into descriptions of the different classes of clients, and these are the definitions of prospects.