Sales Prospecting at A Glance 

But what is sales prospecting and how does it relate to business productivity? Sales prospecting is the process of searching for your next customer in order to create a business relationship.  To begin the process, a business team member will conduct outreach in the form of calls and emails to convert leads.  Leads are often converted to loyal followers or ambassadors to the business. It’s a great way to nurture leads with interest in your product, service or brand. 

The sales aspect in a business, requires varying strategies to achieve the goal.  Unlike other processes, sales prospecting takes a deep dive into the customer’s journey and identifies winning customer personas.  For these reasons, outbound prospecting and inbound prospecting  includes face-to-face, email, call, letter or a digital experience.  Advance technology like instant messaging is also a key performers medium to achieve prospecting results. 

Sales Prospecting Funnel 

A good sales prospecting process works like a funnel. It begins with a ton of information that you narrow done to the relevant facts and take action. This includes identifying leads and opportunities that qualify the buyer’s experience. buying preference, diverse behavior, market movement, demographics, needs and wants, and other aspects that dictate the customer’s buyer experience.  All of this leads to sifts positive leads, financial capabilities and pertinent information affecting purchasing power of customers. 

Many believe that the end-game of sales prospecting is converting customers.  However, a closer look will tell entrepreneurs, and their teams, that the Internet negates such assumptions.   With the evolving market today, sales prospecting no longer stops at acquiring new customers or clients but focuses more on creating personalized, flexible and sustainable relationships. And like a proverbial movement in a funnel, it can be painstakingly slow.  However, the time investment will prove to increase business productivity.

Addressing Sales Concerns 

How do you ensure you have an effective sales prospecting process?  Amid competition, business development must include the art of diplomacy and compromise. Negotiations are built upon the two. One does not have to focus so much on increasing the bottom line but more so on instilling mutual trust and respect. To do this, you have to cultivate strong core values in the company, sharp analysis of market movement, and robust relationship with both internal and external stakeholders of the company. Proposals to be done must be dynamic allowing ample time to integrate a customized approach in addressing needs and wants. Bottom line is, sales prospecting is all about consistency and constancy in applying strategic mindset– and a dash of optimism to motivate and inspire. With this, your business can be one step ahead of everyone else. 

Do you need help increasing your business sales and business productivity? SiMar Inc., Atlanta’s premier business consultancy and digital marketing firm, offers comprehensive services to address unique business needs.  Schedule for a consultation now!