One of the many challenges which a sales guy faces is getting the right prospects for his products or services. Thus, many sales guys are found asking how to get prospects for sales? There is a subtle difference between a suspect and a prospect. A suspect is a customer who can buy the product. The prospect is a customer who is more likely to buy the product or the service. For example – If you are working with a company, you are a suspect for buying a house. But if you have the earnings and you are looking for homes currently, then you are a prospect, because you are more likely to purchase the house.
When you have good prospects, sales becomes easier because you have leads which are likely to convert and give you good sales figures. Thus, the challenge of the sales guy is to find the right prospects. The below mentioned 6 sources are the best ones to get prospects for sales guys.
1) Get leads from existing customers – The top sales people use this tactic to get the maximum sales. There are two main reasons that using a reference from existing customers really works towards prospecting. One reason is that the existing customer might already be satisfied with your product, in which case he is likely to refer you to others who are also in need of the product (you directly get hot prospects). The other reason is that a reference generates trusts in the person who has been referred. Thus, if you show the example of the existing customer to the new referral, you will get the conversion easily. Getting references from existing customers is an excellent idea to get good prospects. [Read more…]