Sales Person's Activities: Prospecting
A sales person needs to prospect everyday; look for new opportunities that can turn into regular business.
This is to ensure that you have regular source of business throughout the year as well as for ensuring that they meet their targets and contribute to the company’s growth.
The easiest form of prospecting is to call existing customers. Your customers are growing and their growth can contribute to yours. You may not have complete share of their business so it is also an opportunity to build your business with them. They are easier to convert as they are already in business with you and you can leverage your existing business relationship with them.
You should also call potential customers. Initiate contact, introduce yourself and your company, describe what you are offering and ask for a meeting. It is important to build relationships with new customers in order to grow.
You can find prospects through social media. Nearly everyone has an online presence these days and you can use these to find contact persons and make connections easier than before.
You can find contacts during exhibitions and seminars where you meet potential clients and exchange information. Follow up with a meeting request so you can present your offer.
Ask people for referrals. Having a referral helps you set up meetings with prospects easier as they are more receptive if the referral has been forwarded by someone trustworthy.
Use e-mails for prospecting to proper effect. Used properly, e-mails can be a powerful tool.
Also use your network to find new customers. People know people who can help your business grow.
Your success and growth lie in prospecting.