One of the greatest weaknesses of organizations is the prospecting process, often limited by lack of information, making it difficult to win new customers, which limits inventory turnover as well as business profitability.
Do you want more customers in your portfolio? Do you want to sell much more?
Today the tools are within reach of anyone with a device connected to the Internet, and it is this situation that often intimidates business owners, executives, and merchants in general, who find themselves limited to traditional media and paid advertising, seeing in these sources their main means of attracting new customers.
Prospecting correctly allows us, through generic contact databases, to identify our potential customers, learn more about their behaviors thanks to social media and their Internet history, giving us decisive information that can mean a yes or a no when it comes to accepting or rejecting our product.
Many salespeople don’t know how to prospect!
In many job interviews we have seen how candidates for sales positions arrive at companies expecting to work with those companies’ databases — a clear sign of their lack of mastery when it comes to prospecting and attracting new customers to their new employer.
The reality is that many salespeople fear prospecting: some because of poor handling of information, others out of laziness, and the vast majority because they call themselves salespeople but were never trained to sell properly.
How to prospect and not die trying?
Currently, our more than 150 ZARZA Engineers stationed around the world have millions of records of potential customers for industries in food, health, technology, entertainment, education, and many other fields, which, when they come into contact with your company and your sales team through training and technological tools, have proven with real numbers to multiply in a short time the sales capacity and reach of our clients.
Added to this, the work of identifying a potential customer in fact demands full knowledge of the products, understanding also that prospecting should not always end in a contact — that being the very purpose of prospecting.
Many times we identify that a customer is the right prospect for a product; other times we see that this person is definitely not a potential buyer, but in the analysis it becomes clear that a new product or a new line of business can be created, or our current offering can be adapted to be more inclusive.
Prospecting has been one of the most important parts of the sales process since humanity began. Nowadays, with the use of software, a single person can prospect thousands of contacts in a single workday.
If you would like to get in touch with our pre-sales team in Miami, Florida, as soon as you join our select client portfolio we can offer you the ideal tools and training so that this very day your sales team is prospecting those who tomorrow will be your new customers.
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