Prospecting Methods: Advertising

Advertising is the most visible form of Marketing that most people see. For this reason, most people associate advertising as Marketing whereas it is but one of the tools available to the Marketer.

For the Salesperson, advertising is a valuable tool as it has the ability to reach a wide audience and promote the product features and benefits. However, one of the most important functions of advertising from a sales perspective is to entice prospects and generate leads.

A properly placed prospecting ad will not only allow the features and benefits of your product or service to be explained to the potential customer, it will also engage the customer and move them to contact the sales team.

Once the contact is established, the sales team or sales person has to apply their skills to convert the prospect into a customer.