There are several options to help you find new prospects for your business. The first is to attend industry events such as trade shows or sales conventions. This will enable you to meet many potential customers and allow you to follow up with them later. Prospects can also be found at consumer shows. These are open to all and often offer a wide range of services and products. These events attract a wide audience, which is why they are so popular.
Qualified
Identifying qualified prospects is a critical step in the sales process. First, the salesperson must determine the prospect's problem. Then, they must engage them. The salesperson must also discover the prospect's role in the decision-making process. The prospect's title does not automatically mean that they are the one who can make decisions. Each company has a unique purchasing process, and the salesperson must understand the decision-making process to effectively engage the prospect.
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. This step is vital to the sales process, as qualified prospects are more inclined to buy than unqualified.
Unqualified
Unqualified prospects are those who do not meet the qualifications to be your customers. These prospects may seem good-natured but have poor credit histories. Most unqualified prospects can still be helped. But you might want to hire an expert who can help qualify them. They are usually just looking for time. It is possible for unqualified candidates to also benefit from some advice. Although most of them are well-intentioned, the damage they do to your credit report is temporary and can be repaired.
When it comes to marketing, many marketing departments invest a great deal of time in acquiring leads that fit their ideal customer avatar. Your company can save a lot of effort and time by having a good process to identify unqualified prospects. First, define your company's customer avatar. Second, set some standards. Make a list of unqualified leads by imagining your ideal client. Once you have all this information, use your CRM data to analyze where your leads are in the sales funnel. This will help you find the worst and best spots.
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 people are great for building momentum, getting valuable experience and expanding your professional network. Spending too much time with these people could mean you miss out on even more lucrative deals.
Tire kickers
Tire kickers are prospects who want to see if your product or service is right for them. They play an important role in sales and marketing. In fact, 67% tire kickers eventually become customers. What should you do? You must first understand the motivations of these prospects in order to identify them.
Tire kickers refer to people who are passionate about your product, but don’t have the funds to buy it. They're also scared of making a bad decision. Therefore, they are ideal for limited-run sales and brand awareness campaigns.