How to Create an Effective Prospecting Plan?

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The challenge of acquiring new customers, also called prospecting, is the art of attracting, captivating and closing deals with new accounts or potential customers. We know that it is not an easy task and that it is a longer path for some than for others, for this reason, a good prospecting must have a structured plan that allows you to be clear about how to start and be consistent in this task, only in this way will you be able to see the results.



So what do you need and how can you create an effective prospecting plan to win over these new customers?

Table of Contents
What should your prospecting plan contain?
Define the target market:
2. Adjust the offer:
3. Define the right material:
4. Calendar of activities:
5. Action and measurement time:
The importance of creating a good prospecting plan
Prospect smart, not hard
Prospecting is an experience
Conclusion
What should your prospecting plan contain?


Define the target market:
The first thing you need to do is to clearly know where you want to go or what market you want to conquer, but to put it on a finished and targeted list. To do this, it is necessary to collect the information of the profile of this prospected customer and the contact data to be able to reach him. Your current customers are a good starting point to create this "buyer persona".



Today, there is a lot of information and even free resources that help you create this database to work.



To populate the database with new customers, you can use various public and proprietary sources, some of which are:

Your cell phone and email contact list : Business begins with friends and cambodia telegram phone number list acquaintances, and if they are not the direct contact, they may be the ones who refer you to the right person.
Third-party databases : You can access databases through associations or chambers of commerce in your country or city, requesting that they meet the specific profile based on the target clientele you have defined to capture.
Through an online strategy : Today, networks and the Internet are very effective in capturing leads or contacts from potential customers. One option is to insert subscription forms on the web page, for the blog for example, registration forms on the landing pages, or pay for advertising on networks and search engines, with valuable content for your target audience that captures their attention so that in exchange for giving them this information, they share their data with you.
All of these alternatives are very effective in quickly attracting highly qualified customers.

After building the database to work, we move on to the next step.



target market



2. Adjust the offer:
You may have multiple products or services, but you can't sell them all at once. Therefore, it is essential that you define what in your portfolio will become that offering (product or service) with which you will seek to engage your potential customers during that first meeting.



3. Define the right material:
Now that you are clear about the target market, its contact details and the offer, you need to prepare in advance the material that will support this prospecting action. Here are some of them:

The corporate presentation, product or service samples, printed or digital media, formats and other offer documents, and above all, your impactful sales pitch with different durations depending on the objective.

For example, this first contact pitch, which should last a maximum of 1 minute, is different from the sales pitch of the formal presentation during this meeting with the client when you already have 30 to 40 minutes to present your offer.

The accompanying material during prospecting may vary depending on whether our meeting with the client is face-to-face or virtual, so we invite you to identify the variations it may have and organize this material to facilitate your management.



4. Calendar of activities:
Now is the time to define your plan in time with more specific dates and activities. At this point, it is important to build your company's sales funnel, in this way you will be able to measure how your actions are reflected and the effectiveness of the strategy to adjust if necessary.

The exercise here consists of identifying the number of prospects you need to contact (database built), based on this and the expected results, you must define the objective of contacts to impact in a defined time (week, month, year), this must indicate the number of hours you will devote to prospecting.



5. Action and measurement time:
You can't stay in the plan, it's time to execute, that's when discipline, programming and a good attitude will be your best allies. Reserve spaces in your schedule to dedicate time to the most important client: yourself. The success of a prospecting plan, beyond its existence or not, is the real and disciplined execution.

And finally, you must constantly measure your actions and results, remember that what is not measured cannot be improved.



The importance of creating a good prospecting plan
So, get to work to reap the benefits of a great prospecting plan. A good prospecting technique and practice will allow you to:

Identify potential customers: current and new, previously unimaginable opportunities.
Classify your leads: according to previously established criteria, which will allow you to refine your prospecting technique over time and improve commercial results.
Define more effective actions to attract similar or related potential customers.
Reach out to those prospects who may actually be customers.
Finally capture them as customers and increase your sales.
prospecting plan

Prospect smart, not hard