A common question for fledgling and expanding businesses is ‘where
do I find prospects that buy?’ and the answer is quite simple.
There are dozens of ways to find prospects and plenty of companies
willing to sell as many prospects to you as you need.
It is important to know who your ideal prospects are before you look for prospects that buy. Businesses often think that anyone can be an ideal prospect. This is not correct because not everyone will be interested in buying your product or service. Your ideal prospect, or target demographic, can only be discerned after careful evaluation of your target market.
Looking for prospects is a crucial part of any business. A business
must have a stable base of customers as well as a list of potential
customers in order to grow. Here are a few tips that will help you
find prospects that buy.
- Keep a current list of competitive firms that have the same
customer base as yours. Each company on that list is a potential
- Solicit referrals from all sources, they are a good source of
new customers. You can also offer customers free gifts and discounts
for referring customers to your business.
- Direct marketing and mailing lists are a great way to obtain
lists of accurate leads for your business. Remember to use a reliable
source with a list of up-to-date names and addresses.
- Form partnerships with similar businesses and share prospects.
For example, if you have computer repair business, try and get
into a partnership with a software company that can recommend
you for hardware repairs.
- Broaden your product appeal for a wider audience. Expanding
your target market is one way to find future prospects and make
your product or service appeal to a broader range of customers.
- Take your business online and go global. The internet allows
you to reach a much wider audience with little difficulty. If
your product or service has a wide audience, it is definitely
worthwhile to go online.
- Get involved in pro bono work. Participate in, or help sponsor,
local trade fairs and exhibitions. This will widen your market
audience and get you noticed.
- Advertise creatively. Use sponsorships, special promotions,
press releases, giveaways, etc to get prospects to notice you.
The more people talk about your business the better your chances
of finding prospects that buy.
- Advertise using paid search. Many successful businesses have
their own websites and use online marketing campaigns to increase
sales. Last year online advertising by local business totaled
over $3 billion. By using paid searches you will reach your target
demographic faster and more accurately.
- Optimize your web site. By taking your business online you can
get your organization noticed by a lot of prospective customers.
By optimizing your web site you can improve your site's ranking
in search results and positively impact the traffic on your site.
Increasing inbound links to your site, using keyword phrases throughout
your content and creating keyword title tags and meta-tags can
optimize your web site.
- Advertise in the online Yellow Pages. Consumers use search engines
like the online Yellow Pages to search for local services and
businesses. This is a great way to find prospects and it is cost-effective
and efficient in bringing in qualified prospects.