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Tristan Anwyn

Tristan Anwyn is an author who writes on a range of topics including social media, SEO that works, and how to find the best prospects for your small business.

Tristan Anwyn has written 44 articles for SB Informer.
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Turn Prospects Into Real Sales

Tristan Anwyn

July 29, 2015


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Are you seeking out the most receptive prospects for your small business?

As a small business owner, good prospects are the bread and butter of your business, increasing your chances of making a sale.

If you target the wrong prospects, you are wasting time and effort that would be much better spent on people who are likely to buy from you.

So just how can you find the most receptive prospects for your small business?

 

Create a Prospect Profile

Creating a prospect profile will help you clarify just who your most likely customers are.

A prospect profile will help you zone-in on the right people, cutting down on time spent chasing the wrong prospects.

 

Your prospect profile should include as many details as you know about the kinds of customers who are likely to be interested in your business.

That really is the key part of this exercise - focusing on people who want what you are selling, customers for whom you can meet a need or solve a problem. Those are the people who are going to be receptive to your message.

Are these people likely to be in a specific industry? What unites them in terms of age, lifestyle, family or other demographics? 

 

Go Where Your Prospects Are

Once you have a clear idea who your most receptive prospects are likely to be, it's time to go where they are.

Do they spend time on social media, talking about businesses like yours, or discussing the kinds of problems you can help them solve? Are there particular trade shows or events where you can connect with them?

Your prospects are looking for businesses like yours, so help them to find you.

As well as connecting with them on social media or by using great content to attract their attention, you can also think about the search terms they are likely to use.

Build your content and web strategy around what your prospects are looking for.

 

Use Active Listening Skills

When you're talking to your prospects, really listen to what they have to say. Whether on the phone or commenting on social media, listening skills will help your prospects to become more receptive.

Good listening skills will help them feel heard and valued, not like just another sale to be made.

As the article, "More Sales by Creating More Receptive Prospects" says, only by getting your prospects to talk about them can you really understand where, when and how you can help them

 

 

Don't Forget Existing Customers

Looking for new prospects is vital, but don't forget your existing customers. Loyal customers can provide long term stability for your small business.

If you have a new product or service to sell, ask yourself if your existing customers would benefit from it. You can also look at their history with you, and approach them with any other products or services that seem like a good match.

Your existing customers can also be a source of new custom for your business via customer referrals.

Customer referrals make the most of the trust between your existing customers and the people they refer, which predisposes them to think well of your business. Your customers are well placed to approach people who they know will be interested in what you do.

Don't forget to make customer referrals worth it for your existing customers, perhaps with a gift voucher, discount or other reward.

 

Hone your focus to the people most likely to be interested in your business, and make sure you show plenty of interest in what they have to say.

You'll find the most qualified prospects and your small business will benefit.


                   



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