Identify the top-3 ways of consistently reaching a large number of your ideal target customer, is the first step in prospecting.
After having done your niche-detecting and identifying your ideal target customer it naturally becomes easier to develop a strategy to reach them. Success in prospecting requires a systematic process of locating potential customers which includes:
- Increasing the number of prospects
- Improving the quality of prospects
- Shortening the sales cycle by qualifying prospects
The goal of prospecting is to build a prospect base, a list of current and potential customers.
There are several sources of prospects. To name a few you can gain new prospect through:
- referrals from past customers
- directories that list your target audience
- advertising or writing in publications
- exhibiting or attending trade shows
- cold calling
- sending out sales letters or emails
- leads from your website
- marketing to databases
If you’re more comfortable behind the scenes, this could include writing and submitting articles to newspapers and websites, publishing a newsletter, blogging, using facebook and twitter.
If you’re more comfortable in face-to-face situations, this could include cold-calling, going to networking events, interviews on television and radio, and speaking at conferences.
With so many sources of prospects it’s important to identify the top-3 ways of consistently reaching a large number of your ideal target customer so you can maximize your impact and avoid spreading yourself too thin.
Here’s a trick I recommend, focus 80% of your efforts based on what has worked for you in the past, 10% on what your competitors are doing and 10% on what no-one in your industry is doing.