7 Top Tips for Prospecting

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Here are seven top tips from the MarketInvoice team on how to build and develop your sales pipeline.

You can read the full article here: http://marketinvoice.com/2014/02/03/top-tips-for-prospecting/

Published in: Business, Technology
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7 Top Tips for Prospecting

  1. 1. Top tips for prospecting
  2. 2. 1 Know your audience
  3. 3. In order to identify prospects, you need to profile your ideal customer.
  4. 4. Build a ‘buyer persona’ • Who are your existing customers? • Why do they use your product? • What selling points appealed to them?
  5. 5. Build a ‘buyer persona’
  6. 6. 2 Ask your clients for referrals
  7. 7. Happy clients can be your biggest advocates
  8. 8. Encourage client referrals • Offer discounts or special offers for clients who refer business • Ask happy clients to ‘refer a friend’
  9. 9. 3 Try Duedil for company searches
  10. 10. is one of a number of online business information databases.
  11. 11. Use your ‘buyer persona’ Search business information for free • SIC code • Location • Age
  12. 12. Follow prospects to get updates
  13. 13. 4 Use LinkedIn to its full potential
  14. 14. Use every available opportunity to build your LinkedIn network by making new connections.
  15. 15. Use your ‘buyer persona’ Search for prospects for free • Industry • Staff count • Location
  16. 16. Follow prospects to get updates
  17. 17. 5 Do your research
  18. 18. Research your prospects online • Go to their website • Look at their LinkedIn profiles • Check Facebook and Twitter
  19. 19. 6 Check your online presence
  20. 20. Prospects will probably Google you when you make contact
  21. 21. • Check that your LinkedIn profile is up-to-date • Upload a professional headshot photo • Set any personal profiles to ‘private’, especially Facebook
  22. 22. 7 Make contact
  23. 23. “Don’t talk about what you do… Talk about what you can do for them”
  24. 24. If you’re writing emails… • Choose a snappy subject line • Try a question or a fun fact
  25. 25. Whether you contact prospects via email, call or letter, always include a clear ‘call to action’
  26. 26. Examples of a ‘call to action’ • Sign up now online • Call me to arrange a meeting • Come to our next free event
  27. 27. Remember- once you’ve secured that new contract you can use MarketInvoice to fund it. Find out more on our website

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