Businesses have been doing this repeatedly. But many people are just not familiar with the name of this concept, sales prospecting.
How do you approach people when you have large leads?
You call them or send them personalized emails, right? This is what sales prospecting is.
In this approach, sales people call or send emails to the prospective leads in order to convert them into the clients. If those leads have been old, you can cold call to revive them again.
Through sales prospecting, various opportunities are created for the account executives, who then continue to build upon that relationship and solve their queries. These prospectors are called sales development reps (SDR). In this way, account executives are freed from the burden of prospecting their own leads. All they have to do now is sell the products to the leads who are already interested in the product.
Benefits
Now when you are familiar with the concept, can you list down some of the benefits of this approach? Here are some.
- Saves a lot of time
- Increases the ROI
These are the major benefits of sales prospecting. Time and Revenue are the only 2 things that a company needs while making sales. And when your time is getting saved while revenue is increased, what else do you need.
Leads vs Prospects
People often get confused in the 2 terms. Many believe that leads are the same as the prospects. But they are different.
Leads are those who have sometime in their life expressed their interest in your products. This can be shown by them by visiting your website, downloading some pdf from your site, or even subscribing to your email list.
On the other hand, prospects are those leads who get qualified as the potential customers. They are your target audience and their interests align with your products and services. While leads can be your prospects, non leads can also be your prospects if they are your target customers.
