Whether sales professionals decide to employ inbound or outbound sales tactics, the fact is that some more traditional sales prospecting techniques have become a staple for many salespeople and businesses alike.Īnd although many swear by methods like ringing up leads from a cold call list, having ads in Sunday newspapers, or going door-to-door, the truth is that many of these techniques are becoming outdated and present their own set of issues.įor example, keeping a list of names to contact for a cold calling campaign may not be the right option for you. Sales prospecting has been around in one form or another as long as the buying process itself. You need to create a list of prospects your sales representatives and customer service agents can start reaching out to eventually turn them into a paying customer base.
The process of prospecting – qualifying and comparing a potential customer to your ideal customer profile – is crucial to determine if they are the right fit for your product or service.
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Although some people use them interchangeably, the terms lead and prospect are not the same.Ī lead is a potential customer who has expressed at least a passing interest in your brand through visiting a website, subscribing to a newsletter, or signing up for a free trial.Ī prospect is a qualified lead who is closer to your ideal customer and, therefore, is more likely to become one of your profitable customers.
Before we start discussing the importance of sales prospecting, we need to talk about what is the difference between a lead and a prospect to explain why prospecting is so significant.
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