Sales Prospecting can take up a huge amount of a salesperson's time. It can also eat into the time of small business owners that sell their own services. That's why some businesses use prospectors to generate sales leads. A prospector focuses only on lead generation. They provide the sellers and closers with a regular supply of potential customers. That means the sellers can focus all their time on selling, which is what they are good at and that's great for the business.
Sales prospectors can be employed by the business or the role can be outsourced to a lead generation service. Because they are focusing on gathering sales leads they can use the most appropriate and effective method of contacting customers: Door knocking, telephone cold calling, or mail shot and follow-up. They also know how to generate leads at exhibitions and trade fairs. The prospectors can either pass the leads to the sales professionals or they can make appointments and update the seller's diaries.
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The Benefits of Using Sales Prospectors
It leaves the sellers free to meet with prospects and sell to them. Sales prospecting is not effective use of a sales professional's time. They should be focusing on presenting and closing, which is what they are good at.
The sales prospects gathered by the prospector can be qualified to a high standard before being passed on to the seller. This means it has been established that the leads are potential customers with a need, and the ability to buy.
If you employ your own prospectors it can be a great way to train future sales people. They get to learn about the products, the customers, and the competition. They are learning the role from the ground floor and gaining good experience.
When you use a lead generation service you can save money because you will not need to employ as many sales people. If all your sellers are doing their own prospecting the selling process will take longer and fewer closed deals per day will be brought in.
Sales Prospectors - A Great Addition to the Team
The sales process covers a wide range of different actions. It starts with cold calling and prospecting, and then qualifying the prospects as potential customers. It may include making sales appointments, and email or mail shot campaigns. Free trials or presentations may be an early selling stage. Then you get to the sales pitch where you try to close the sale. Is it realistic to expect a sales person to be an expert in each of these areas, and be able to manage their time to do all the varied tasks and actions? Take a look at your sales process and see if it makes financial and business sense to have sales prospectors that become experts at sales prospecting and providing sales opportunities for your closing experts.
Sales Prospecting - How Sales Prospectors Generate Leads Effectively
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