For most B2B companies, one of the main annual goals is to attract new customers in order to increase sales . If this is not a problem for your company… congratulations! But keep in mind that it is always advisable to constantly attract or study prospects in order to quickly address the loss of an important customer or an unexpected drop in sales.
What do we talk about when we talk about prospects?
In business jargon, we understand prospects to be potential customers for our company. In short, they are potential consumers of our products or services with the economic potential to buy.
To do this, the sales team is responsible for studying the market through different formulas. Logically, first of all they have to contact those “leads” that are received organically, either by phone, email or social networks. And whether we are proactive or reactive, we always have to treat them in the best way so that –whenever it is of interest– we can india whatsapp data convert them into real clients and establish a long-lasting relationship . If we see that it is not a client that fits with our business strategy, we can kindly refer them to another actor in the same business network, avoiding a loss of time for both.
We are going to point out five key points to be able to attract these prospects as effectively as possible:
1 • Work in coordination with a Database
In order for your sales team to be able to transform new and interesting leads into clients, the first thing they have to do is work in a coordinated manner with a shared database. There are many ways to create this database, from a shared Excel or Google Drive document, to a powerful CRM. Logically, it will be more effective to work with it through a platform that integrates clients and visits, and that allows them to be constantly analyzed with different parameters. Whatever the case, the most relevant must always be noted.
computer data - CatalogPlayer
With Catalog Player's smart sales software, your sales team will be able to access all this information quickly. In addition, they will have the help of Artificial Intelligence to be able to decide which potential clients may be more interesting to approach at any given time.
2 • Analyze (research) the prospects
To avoid wasting time (and your company's money) trying to attract clients who turn out to be uninteresting, it is essential to analyze them beforehand. There are many channels and places to investigate potential clients , among which virtual environments such as LinkedIN stand out right now, where we can establish contact or even a conversation with our potential interlocutor. Above all, we should avoid being invasive. We could quickly be detected as SPAM!
Depending on the type of company, different channels or profiles on social networks (Twitter or Facebook) can also provide us with a lot of information, such as searching on Yelp or Crunchbase… and even on Google (you can use an advanced search). We have to check that the potential client is attractive to us and show them that we know them.
One aspect that we should not forget is the possibility of consulting their public financial statements. This will give us interesting clues about their reliability and trustworthiness.