5 tips for prospecting new clients
Posted: Wed Jan 22, 2025 4:00 am
1. Study established customers to define the ideal customer profile
Knowing your target audience is essential to multiplying your potential for acquisition. However, if you do this using spreadsheets and clicking “save as” to update versions, it will be difficult to obtain reliable and complete results.
The ideal is to extract strategic reports in just a few clicks using commercial management software, such as a CRM , which helps to map the behavior of your customers.
For example, you can find out which days your interior designers email list customers prefer to be approached, identify contacts who won't buy without first scheduling a face-to-face meeting, and even see all their purchase stages to help them through the process. All in just a few clicks.
Tip! Get to know the Agendor Sales Panel and learn how to analyze the main commercial indicators on the platform:
Why run this tip?
A customer study helps the sales team see what characteristics they have in common, as well as what needs your business can meet — knowledge that improves the approach to your target audience.
The feedback from each prospect or customer should be your raw material. If even Bob Dorf , co-author of the book The Startups Owner's Manual and expert in the Customer Development method, argues that “ the only decisions that define the success of a company are those of its customers ”, it is best not to disagree!
Listen to what they have to say, both about their pains and desires and about what your company offers.
Bonus! Our e-book “ How to Turn Customer Feedback into Sales ” goes into more detail on this topic. Download it for free!
2. Segment your customers through good CRM and customer relationship management work
Spreadsheets, calendars, complex systems that don’t “talk” to each other… the answer to the difficulty of finding or keeping customers in your portfolio may lie in the organization of your company’s sales department. After all, how can you segment when there is no control?
Working with shared spreadsheets and calendars makes it difficult to prospect for new customers and increases the churn rate (number of lost customers or loss in recurring monthly revenue).
It is necessary to replace manual control of commercial activities with the work of sales software, which facilitates the segmentation of customers according to the market you want to reach (company size, areas of activity, location, social classes).
It is important to highlight that, in addition to segmentation, business intelligence solutions enable:
issue visit reminders (via email or in-app notifications);
ensure online access for the entire team, as well as real-time monitoring by the manager via mobile devices such as smartphones and tablets;
keep a record of all information and messages exchanged with customers;
integrate with the ERP that the company already uses;
manage the performance of the sales team;
analyze sales results and customer prospecting through reports.
Why run this tip?
A commercial management application allows you to define important steps in the commercial process, monitor business development and create projections.
The salesperson views the sales funnel through a single screen — an essential detail for managing the maturation of leads and their conversions, in addition to facilitating the process of segmenting your portfolio.
Once the customer profile and target segments are defined, it becomes simpler to draw up a list to work on sales prospecting.
prospecting
Agendor screen view. Create and manage your sales funnels with our CRM!
3. Make a list of companies that fit your ideal customer profile
Participation in fairs and events and customer referrals are just some of the many ways to create a list of ideal customers.
A sales representative in the food industry, for example, who attends the main symposiums and conferences in the supermarket sector, has an invaluable opportunity at these meetings to meet managers of large supermarket chains and, thus, increase the chances of getting his product onto more shelves.
In the case of an insurance broker — another good example — the possibilities are also diverse. If you participate in real estate fairs, you will have at your disposal a huge list of clients that fit your target.
For those who work with home insurance, it is possible to close agreements with advantageous conditions with condominium administrators (to have access to the email or phone numbers of residents of large developments). If you create a list with the right target audience, the chances of successful conversion will be even greater.
Knowing your target audience is essential to multiplying your potential for acquisition. However, if you do this using spreadsheets and clicking “save as” to update versions, it will be difficult to obtain reliable and complete results.
The ideal is to extract strategic reports in just a few clicks using commercial management software, such as a CRM , which helps to map the behavior of your customers.
For example, you can find out which days your interior designers email list customers prefer to be approached, identify contacts who won't buy without first scheduling a face-to-face meeting, and even see all their purchase stages to help them through the process. All in just a few clicks.
Tip! Get to know the Agendor Sales Panel and learn how to analyze the main commercial indicators on the platform:
Why run this tip?
A customer study helps the sales team see what characteristics they have in common, as well as what needs your business can meet — knowledge that improves the approach to your target audience.
The feedback from each prospect or customer should be your raw material. If even Bob Dorf , co-author of the book The Startups Owner's Manual and expert in the Customer Development method, argues that “ the only decisions that define the success of a company are those of its customers ”, it is best not to disagree!
Listen to what they have to say, both about their pains and desires and about what your company offers.
Bonus! Our e-book “ How to Turn Customer Feedback into Sales ” goes into more detail on this topic. Download it for free!
2. Segment your customers through good CRM and customer relationship management work
Spreadsheets, calendars, complex systems that don’t “talk” to each other… the answer to the difficulty of finding or keeping customers in your portfolio may lie in the organization of your company’s sales department. After all, how can you segment when there is no control?
Working with shared spreadsheets and calendars makes it difficult to prospect for new customers and increases the churn rate (number of lost customers or loss in recurring monthly revenue).
It is necessary to replace manual control of commercial activities with the work of sales software, which facilitates the segmentation of customers according to the market you want to reach (company size, areas of activity, location, social classes).
It is important to highlight that, in addition to segmentation, business intelligence solutions enable:
issue visit reminders (via email or in-app notifications);
ensure online access for the entire team, as well as real-time monitoring by the manager via mobile devices such as smartphones and tablets;
keep a record of all information and messages exchanged with customers;
integrate with the ERP that the company already uses;
manage the performance of the sales team;
analyze sales results and customer prospecting through reports.
Why run this tip?
A commercial management application allows you to define important steps in the commercial process, monitor business development and create projections.
The salesperson views the sales funnel through a single screen — an essential detail for managing the maturation of leads and their conversions, in addition to facilitating the process of segmenting your portfolio.
Once the customer profile and target segments are defined, it becomes simpler to draw up a list to work on sales prospecting.
prospecting
Agendor screen view. Create and manage your sales funnels with our CRM!
3. Make a list of companies that fit your ideal customer profile
Participation in fairs and events and customer referrals are just some of the many ways to create a list of ideal customers.
A sales representative in the food industry, for example, who attends the main symposiums and conferences in the supermarket sector, has an invaluable opportunity at these meetings to meet managers of large supermarket chains and, thus, increase the chances of getting his product onto more shelves.
In the case of an insurance broker — another good example — the possibilities are also diverse. If you participate in real estate fairs, you will have at your disposal a huge list of clients that fit your target.
For those who work with home insurance, it is possible to close agreements with advantageous conditions with condominium administrators (to have access to the email or phone numbers of residents of large developments). If you create a list with the right target audience, the chances of successful conversion will be even greater.