Top tips for prospecting

1

Know your audience

In order to identify prospects, you need to

profile your ideal customer.

• Who are your existing customers?

• Why do they use your product?

• What selling points appealed to them?

Build a ‘buyer persona’

Build a ‘buyer persona’

2

Ask your clients for referrals

Happy clients can be your biggest advocates

• Offer discounts or special offers for clients who refer business

• Ask happy clients to ‘refer a friend’

Encourage client referrals

3

Try Duedil for company searches

is one of a number of online business information databases.

Search business information for free

• SIC code• Location• Age

Use your ‘buyer persona’

Follow prospects to get updates

4

Use LinkedIn to its full potential

Use every available opportunity to build your LinkedIn network by

making new connections.

Search for prospects for free

• Industry• Staff count• Location

Use your ‘buyer persona’

Follow prospects to get updates

5

Do your research

• Go to their website

• Look at their LinkedIn profiles

• Check Facebook and Twitter

Research your prospects online

6

Check your online presence

Prospects will probably Google you when you make contact

• Check that your LinkedIn profile is up-to-date

• Upload a professional headshot photo

• Set any personal profiles to ‘private’, especially Facebook

7

Make contact

“Don’t talk about what you do…

Talk about what you can do for them”

If you’re writing emails…

• Choose a snappy subject line

• Try a question or a fun fact

Whether you contact prospects via email, call or

letter, always include a clear ‘call to action’

Examples of a ‘call to action’

• Sign up now online

• Call me to arrange a meeting

• Come to our next free event

Find out more on our website

Remember- once you’ve secured that new contract you can use

MarketInvoice to fund it.