5 + 1 customer prospecting strategies

The customer prospecting phase is one of the most crucial in any business.

This is because it is the phase in which we identify, get to know in depth and approach our target customer after thousands of surveys, reports and studies.

If this phase is a failure, our penetration into our target market will also be a failure.

In short, we are looking for a consistent base of leads that are interested in buying our products or services.

This is why the strategy we define is decisive and, as we commonly say, if we don’t get off to a good start, we will go straight into the hole.

There are several ways to build your prospecting plan. Specifically, from Meeting Dots we are going to explain in detail 5 + 1 strategies to make your customer prospecting a total success.

Are you ready?

Before we get started, we would like to remind you that it is just as important to get your prospecting strategy off on the right foot as it is to avoid making the typical mistakes that companies tend to make when starting out on this adventure.

We recommend that you take a look at the post we dedicated to this topic so that these mistakes don’t corrupt your strategy from the start.

Now, let’s go for those strategies that will make you succeed in the market you want to enter!

The 5 + 1 customer prospecting strategies that will get your business off the ground

Customer prospecting is not new, i.e. it has not arrived with the new technologies and the Internet; at the offline level, this form of market penetration has always been practised.

Therefore, we are going to touch on prospecting strategies for both the online and offline world.

It would be great if you could do a combination of both worlds to make sure that you explore all business possibilities.

1.- Cold Calling

As we mentioned before, prospecting is not a new invention.

In fact, knocking on our door, calling our home phone or sending SMS messages are tactics that have been used almost since marketing was born.

This is precisely where the expression “cold calling” comes from, calling the customer without them knowing us or knowing anything about our product or service.

It is true that, nowadays, this call has moved on to sending emails, but the technique is the same: send an email to those profiles that correspond to our potential customer to establish a first contact with our business.

The positive side is that you maintain direct contact with these potential customers and the negative side is that the customer may feel a bit forced to engage in a conversation with you.

It is a prospecting strategy that should never be left aside because, despite the negative point, it has very good results.

2.- Fine-tuning your website

In the age of Google, having a website is essential, as is having a good design and good text.

Think that today’s customer is looking for solutions to their problems or needs in search engines and that is where you must be so that the customer can take you into account.

Let’s say that your website is the first place where your potential customers land.

So, you must share with that visitor a good user experience and convey the message you want to convey correctly.

3.- Generation of valuable content using the Inbound Marketing technique.

The Inbound Marketing technique has become one of the most effective at the moment.

It consists of capturing the attention of these potential customers, nurturing them and accompanying them throughout the sales process.

To give you an idea, it is about converting the web visitor into a subscriber and, from there, becoming a customer who buys your product or service.

It is a technique that is based on the constant nurturing of the potential customer, going from being a cold customer at the beginning to a warm customer, capable of making the decision to buy.

One of the most important assets of this customer prospecting strategy is the generation of valuable content.

Why?

Imagine this situation.

Your potential customer has a problem or a specific need.

He/she turns to Google to find a solution.

As you have a good search engine ranking and you have written a catchy title, the customer lands on your website.

When they enter, for example, your post about that problem, they start reading. As the content you have shared with this person has great value and satisfies their intention, they end up browsing your website to learn more about your business.

What’s more.

This tactic leads you to generate authority in your sector, especially if you constantly satisfy that search intent.

For this person, you will go from being a fluke to a reference.

After this, they will probably give you their contact details; they will become a subscriber and enter your sales funnel until they reach the end.

4.- Make the most of your social networks

Years ago it was said that if you didn’t have a website, you didn’t exist; and the same is true today with social networks.

All your potential customers will surely have social profiles and, therefore, your business should also be on them.

Of course, you don’t need to be on all of them. Remember that it is better to have two well-attended and updated social profiles than five that are totally abandoned.

Research your potential customer and use only those social networks where your audience is active.

The best thing about the networks is that all of them have online advertising platforms, which will allow you not only to advertise on them but also to perfectly segment your market.

This prospecting strategy has important strengths:

● They allow you to humanise your business.

You can present your manufacturing or work processes.

● They help you connect with your potential customers and interact with them almost instantly.

5.- Leveraging the ROI of email marketing

In the world of marketing there is hardly anyone who denies that email marketing is one of the tools that most favours sales and, of course, customer prospecting.

It has been proven that the return on investment of email marketing is much higher than any other sales strategy.

Moreover, email marketing is related to the Inbound Marketing technique.

Put yourself in the situation we mentioned before:

When the visitor to your website becomes your subscriber, it is email marketing that takes centre stage when it comes to feeding your customer with information.

Through constant emails, you will be warming up your customer and guiding them throughout the buying process.

Thanks to the use of almost any type of email manager, you will be able to segment your customers to make different sales strategies.

For example, send one type of email to customers who have just landed in your virtual family and a different one to those who are ready to buy your products and services.

In short, it allows you to send emails based on the stage of the sales funnel in which your potential customer is.

With all this information in front of you, you can:

A) Start with your market and lead research and choice of prospecting strategy on your own, it’s sure to go great!

B) Come to us to relieve you of so much work so that you can focus on other areas of your business while we get your project off the ground.

If you decide on the first option and you have any doubts, you can leave them in the comments, and we’ll look at them together.

If you decide for the second option, we are waiting for you! Just contact us and we’ll get started.