The best tactics for prospecting your client

Are you looking for the best tactics to prospect for clients today? Don't want to let any more time or opportunities slip by?

‍You’re in the same boat as most of my clients, so today I want to share the most immediate actions you can take to get started.

‍Background

The prospecting process is one of those essential business activities that we stubbornly refuse to integrate into our daily routines. The truth is, we don't like selling! We don't like the rejection that comes with sales!

‍So, when you have the option, you choose to hire "salespeople" or "train" your front-desk staff. But the reality is that in any company, everyone sells, and we can all actively contribute to attracting, converting, and retaining customers.

‍Prospecting tactics should be part of every employee's daily activities. Seeking out clients should be a daily habit, not an urgent task you scramble to do only when you see your profits dipping.

Problem identified

This is the main problem! You must prospect constantly, not just when your back is against the wall. When you try to attract clients under the pressure of potential business closure, layoffs, or payroll struggles, you tend to make poor decisions, such as:

• Lowering your prices with the idea of capturing clients immediately
• Lowering your prices automatically devalues the quality of your service and/or product
• Taking on clients who aren't "ideal," which can lead to problems down the road
• Offering cheaper versions of your product and/or service that may compromise the quality you provide
• Closing deals or negotiations that aren't fair, but are just waiting to hook you
• Hiring staff in the hope that they will "single-handedly" get you out of a jam
• Hiring marketing, advertising, or sales services to "magically" solve your problems

And I could go on with more bad decisions... I'm sure you've seen yourself in one of them; it happens to all of us at some point! Right?

‍Well, you can largely avoid all of this if you learn to prospect regularly in your business and learn to involve all your staff in this EXTREMELY IMPORTANT process. Deal?

Solution to the problem: star content

Let's look at the recommended prospecting tactics I have for you today. You can start all of them right now, just remember that even if you're in a huge rush today, try to make them part of your staff's daily activities... okay?

The best tactics to prospect for clients right now

Invest in positioning today

There are no sales without investment; you need to be clear about that. Expecting to sell or attract clients without putting money into positioning (External link, for example to Wikipedia) or promotional campaigns is just wishful thinking. 

‍It doesn't matter how much or how little you can afford; according to your means, you must allocate a budget so that more potential people know you exist and can access your products and/or services. And if you're in trouble, that's when you should consider investing even more. Sorry! I'd better start with this. 

Prospect mapping 

Create a map of all companies and/or areas (depending on your type of business) based on digital public directories. The idea is to build a list of potential prospects by evaluating each of the directories found. (Company, City, Phone, Email, Contact, Need). 

‍Don't buy databases; they can be outdated, fake, or simply poorly put together. It's better to invest time and staff in having them perform an online search for your prospects, entering data, and looking for prospects "the old-fashioned way," but with the benefits of having the internet on our side.

‍This is an activity you can start today. Careful! It's not about approaching them immediately; later on, I'll tell you how you should approach this mapping so that your outreach works.

Past client database

Build a database of all your past clients to reach out to them with a new proposal, promotion, or solution. Past clients can be a very interesting source for closing sales as soon as possible, especially if you left them satisfied and with a good impression of you.

Sell to more by making videos 

Making videos is a great way to present your solutions to many people in a massive and attractive way. Create a video showing the benefits and solutions you offer and then run paid campaigns on Facebook, Instagram, YouTube, or LinkedIn, depending on what suits you best to position and promote your brand.

Positioning campaign on Facebook & Instagram 

Running a paid campaign on the most impactful social networks today is always a good idea for prospecting.

‍Put together an attractive promotion and invest in advertising right now. Be careful to run these campaigns with a specialist! You can waste a lot of money, time, and opportunities if the audiences and ads aren't created well. 

The best tactics to jumpstart your prospecting right now

‍In the previous list, we covered HOW you’re going to look for clients... Now comes the part about what you’re going to do with those lists, right?

‍Don't rush to call or visit them! Stop for a moment and let's be a bit strategic about this. Remember that people don't like being sold to right off the bat, so don't lose opportunities by jumping into the ring before you're prepared.

‍The idea is to start with this formula that has worked well for me over the years. Of course, it requires time, observation, attention to detail, and personalization, but you want to sell, don't you?

‍Evaluate each contact individually (use the internet). What do they do? What is their offer? What problems can I help them solve or improve?

‍Define the solution you can provide for that specific problem you've identified.

‍Draft a script where you acknowledge their problem and explain how you can provide a solution for it.

‍That's it! It sounds simple, but if you do it right, you'll find that every profile you analyze has unique characteristics that can help you further personalize your approach with them.

‍Now it's time to activate your prospecting.

Conclusions and recommendations

Prospecting is one of those actions essential in every business that we refuse to integrate as a daily part of our processes. The truth is, we don't like to sell! We don't like the rejection that sales entails!