PROSPECTSWELL

I am running out of ideas on how to get new clients to keep my company running smoothly. There has been no fresh injection of new business for quite a while now. We are solely depending on the same customers over and over again for business, and it has now reached a saturation point.

The most frustrating thing is the leads we get are of the wrong kind. They either have no need for our products or can’t afford to pay for them. So, it’s back to square one after wasting time and money on them. What shall we do?

You need a good prospecting strategy to bring in the right type of customers. Prospecting, while it is good, has to be a well-thoughtof strategy, otherwise, it’s as good as doing nothing at all.

We need to do this well because of the limited resources we have. Otherwise, it can burn a bigger hole in the pocket if we are not smart about this.

Here are some steps you can take for a good prospecting

strategy.

The first step is to identify or rather qualify your prospects well. Do up a profile to identify the potential prospects and use this to ascertain whether they fall within the profile parameters as to their demographics and disposal income.

Next is to categorise them into corporations, individuals, occupations and other categories that will provide you with a broad overview of the different prospect groupings for the various products you are selling.

You can even narrow them down further to identify the segments that will offer you the highest returns on your investments based on their purchasing power, frequency of purchase, size of purchase and so forth.

Keep a good tracking system that can show how well you are progressing at any one time.