Indirect Prospecting Vs Direct Prospecting

For many entrepreneurs, starting a small business is the easy part. The work really starts with trying to find new customers to buy your products and/or services. However, you’ll never realize until you’re at it: direct and indirect prospecting is challenging, but vital to your success. After all, who likes to sell? I know not. That feeling comes over you and suddenly you feel like a college grad asking your parents for money. But it is important, so I have chosen it as the topic of the day.

When it comes to prospecting, it’s important to reach as many potential customers as possible. As long as you remember that prospecting is more of a mindset than an activity, you’ll be well on your way to successful customer search. To be successful in prospecting, you should always be on the lookout for potential prospects. And remember that your competition or vast knowledge about your product line won’t translate to any sales if you don’t have a qualified lead.

give away something of value

I guarantee your prospects will remember the guy who showed up at their door (or email) and gave them something of value for free. When was the last time someone did that for you? Too often, free is never really free. Do it for free! They will remember you for it. WuFoo and the Plan to Start Network are just a few of the many companies that are defining their business models around this concept.

So what do you as a small business owner get in return? You’ll gain brand confidence, a higher customer retention rate, and your sales will SOAR. Most prospects are really looking for you: a company they can be loyal to, who is good to them. Provide them with that.

Dedication

Whatever the strategy you have for your direct or indirect prospecting, it is important to make your prospecting routine. To do this, you must reserve a specific time of the day or week for prospecting, either through phone calls or sending emails. Always remember that your prospecting is just as important as any other business activity, so avoid the temptation to put it off or avoid it altogether. Do whatever it takes and stay focused in this moment, even if it means closing the door or putting all other calls on hold.

Organize

To be successful in direct or indirect prospecting, you must be organized and keep proper records of your activities. For this, you may need a computerized contact system to keep track of your responses, future prospects, and appointments.

practice

Being successful in direct or indirect prospecting doesn’t mean you have to have a set script. But don’t just read the script to your prospects over the phone, or they’re likely to hang up on you. Instead, practice and rehearse until your message is fine-tuned and sounds natural. The more practice you have, the more confident you will be when it comes to prospecting. Remember that when prospecting, your goal is to obtain information and secure an appointment, not to sell your products to the prospect over the phone.

Contact

Always try to make contact as quickly as possible when dealing with a new prospect. This is because there is no guarantee that they will be available or interested the next time you call. And never wait for your prospect to call you, as they may never do. Keep in mind that there are many other interests competing for your money and time, so why should they call you?

Play fair

When engaging in direct or indirect prospecting, always play fair. This means avoiding the temptation to smear your competitors or make personal attacks. This is not what will sell your product to your prospect. Instead, you can do some comparisons between your product and your competitor’s while emphasizing the benefits of your product in terms of price and quality. The key is to guide your potential customer to decide to choose your product.