Sales prospecting is the act of recruiting or seeking out new customers for a business. Prospecting is a common role of a salesperson. It is associated with a goal of increasing the customer base of the company and generating new revenue streams.Continue Reading
Salespeople use a variety of techniques to find and recruit prospects. Cold calling is a way for new salespeople to drum up business, although established representatives also use it to grow their customer bases. Cold calling means contacting a prospect without any previous relationship or connection. Established salespeople rely on referrals to grow. A referral is a person referred to the salesperson by another prospect or customers. It is common for a rep to ask a satisfied customer to provide names and numbers of other people who may have interest in the product.
Networking is another common technique. Networking involves getting to know people through social or community clubs and other local activities. By building a personal or professional network, a sales representative has an ongoing base of contacts. Real estate and insurance salespeople benefit from networking in a local market, since most people use these services at some point. Sending out direct mail, attending trade shows and placing contact forms on a website are other techniques.Learn more about Marketing & Sales
A marketing letter, also known as a sales letter, is a form of direct mail that is sent from an advertiser to potential customers. A successful marketing letter must grab your reader's attention, quickly demonstrate your purpose and end with a compelling argument, says Entrepreneur.Full Answer >
Different ways to utilize phone lists for marketing purposes include creating a list of potential clients to contact with special offers, cold calling members of a list to make a sales pitch, informing existing customers about current promotions or special offers, and conducting research surveys. In all cases, the business must ensure compliance with local and federal telemarketing laws.Full Answer >
Internal sales is a business model in which a company's products are sold directly from the company itself to the customers. The major benefit of this method is that it allows a company to reap more of the total profits from each sale because they don't have to pay vendors.Full Answer >
Cold canvassing, also known as cold calling, is a business solicitation method that involves customers who are not expecting to receive a sales pitch or call. A salesperson using the cold canvassing technique is typically looking to collect information rather than make an immediate sale.Full Answer >