What is prospecting in sales exactly? I used to ask myself the same question when I first began my online journey of learning how to sell.
So I’m sure that’s why you’re here as well right?
So not only am I going to help you understand what it is, but I’m going to share some resources with you throughout this post that will help you gain a better understanding.
Alright, so let’s get straight to it.
First things first, according to Hubspot, sales prospecting is basically a process where you search for potential customers, clients or buyers in hopes of developing or creating new business.
Now, it’s also a big deal that you know that prospecting is just one of the steps throughout a typical sales process. If you’re not sure what I mean, don’t worry. Make sure you check back in because I’ll be covering sales processes pretty soon.
But for now, let’s focus on the importance of prospecting.
The importance of prospecting in sales is not just important, but it can be the make or break factor in your selling efforts. Question for you, have you ever struggled getting sales in your business? Or, are you currently struggling with closing sales in your business?
If you answered yes to any of the questions I just asked above, it’s very likely that you haven’t applied sales prospecting or haven’t done it correctly.
Before selling anyone anything, doesn’t it make sense to know if they’re qualified to buy first?
I mean, what if you’re selling something that costs four thousand dollars, but the person you’re speaking to only has $400 to their name? Probably isn’t an ideal buyer or customer, right?
Understanding what I just shared with you will help you realize prospecting is not difficult, but very necessary if you want to help you and your customer benefit simultaneously.
So now that we know the importance of prospecting, why is prospecting difficult for some salespeople? Truth is, most people when they’re first getting started with their business, just want to focus on making money. Are you guilty of that as well?
I sure was one of those who wanted an immediate return on investment.
So if I had to list out some of the reasons why prospecting can be difficult, I would start with the following 4 reasons.