Do you work in a company or as a freelancer? Do you want to gain a large number of customers and retain the ones you already have? It is essential to ensure the prospecting phase that precedes your sales. To do this, you need to know how to learn how to prospect.
- It takes a lot of common sense to succeed in the prospecting phase.
- Going to a business school is the best way tolearn how to prospect.
- Prospecting always precedes selling and requires patience.
- It is essential to know how to prospect using digital tools.
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How do I learn to prospect?
The prospecting phase is one of the most important and the entire sales and business development phase depends on it. Here are some tips on how to prospect.
Training at a specialized school
One of the best ways tolearn how to prospect and master all the related techniques is to do a proper training. The most practical way to do this is to go to a specialized school. Preferably, choose a business and/or management school, withrecognized degrees, to benefit from a complete training. All you have to do is check the school’s website for available programs beforehand.
Then choose the one that best suits your plans. For example, you can opt for an MSc Marketing, Communication & Business Strategies within the marketing specialization. Or opt for an MSc Trade Marketing, Distribution & Business Development, in the field of business/commerce.
In all cases, the techniques and strategies used for successful prospecting and selling are part of the learning program. To find out about admission procedures or the content of the courses offered, you can visit the FAQ section.
Be attentive to customer needs
To learn how to prospect, you must develop your listening skills. What matters most is what customers have to say and how they react to your product. So, learn to pay attention and that’s how you can identify their different needs.
Learn to use digital tools
In a constantly changing world, it is essential to master the use of various digital tools. Especially since they are particularly effective in commercial prospecting. Among other things, it is essential for you to learn how to optimize the use of various social networks and other means of communication.
What is business development in the field of commerce?
In business, prospecting is the phase that precedes the sale. In order for the latter to be successful, prospecting consists of identifying potential customers, called prospects. If your prospecting technique is effective, you can even tailor the product to the customer’s needs so that it best meets them.
Why is it essential to prospect as a salesperson?
Prospecting is an essential phase of business development and is therefore an imperative when you are a salesperson. Here are the main reasons why it is important to do so:
- prospecting allows us to identify the specific needs of our clients;
- it allows us to identify potential customers for the product or service in question;
- it gives the possibility to adjust the products and/or services offered to the demands of the consumers;
- it allows to enlarge the clientele and to promote the product or the service at the same time.
What techniques should you master to succeed in prospecting?
There are many techniques to master in order to succeed in prospecting. Among the most important ones, we can mention the following:
the humanization of prospecting
First of all, you have to “humanize” and personalize the prospecting. It’s about creating a real connection with the prospect and making them feel that you are truly interested in what they have to say. One mistake you must avoid at all costs is automating your speech and your prospecting technique.
the use of communication media
Learning how to prospect also means learning how to optimize the use of the various means of communication. Especially since there are so many of them nowadays. From sending emails and messages to making phone calls, you need to master everything in order to succeed in prospecting.
prospecting via social networks
Also use social networks for prospecting. In fact, the majority of customers use it. You then have a better chance of earning new ones by using them properly. For the young target, social networks even tend to replace google.
How to retain your prospects?
Learning to prospect is one thing, but retaining prospects is another. To avoid wasting your efforts, look for ways to retain the customers you’ve gained. To do this, always offer them new and innovative products. Also look to maintain a good customer relationship via social networks and other means of communication.Updated 16 May 2023