Download - 7 Top Tips for Prospecting
Top tips for prospecting
1
Know your audience
In order to identify prospects, you need to
profile your ideal customer.
• Who are your existing customers?
• Why do they use your product?
• What selling points appealed to them?
Build a ‘buyer persona’
Build a ‘buyer persona’
2
Ask your clients for referrals
Happy clients can be your biggest advocates
• Offer discounts or special offers for clients who refer business
• Ask happy clients to ‘refer a friend’
Encourage client referrals
3
Try Duedil for company searches
is one of a number of online business information databases.
Search business information for free
• SIC code• Location• Age
Use your ‘buyer persona’
Follow prospects to get updates
4
Use LinkedIn to its full potential
Use every available opportunity to build your LinkedIn network by
making new connections.
Search for prospects for free
• Industry• Staff count• Location
Use your ‘buyer persona’
Follow prospects to get updates
5
Do your research
• Go to their website
• Look at their LinkedIn profiles
• Check Facebook and Twitter
Research your prospects online
6
Check your online presence
Prospects will probably Google you when you make contact
• Check that your LinkedIn profile is up-to-date
• Upload a professional headshot photo
• Set any personal profiles to ‘private’, especially Facebook
7
Make contact
“Don’t talk about what you do…
Talk about what you can do for them”
If you’re writing emails…
• Choose a snappy subject line
• Try a question or a fun fact
Whether you contact prospects via email, call or
letter, always include a clear ‘call to action’
Examples of a ‘call to action’
• Sign up now online
• Call me to arrange a meeting
• Come to our next free event
Find out more on our website
Remember- once you’ve secured that new contract you can use
MarketInvoice to fund it.