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the sales process starts with prospecting that's where we find potential future customers our prospects the first thing to think about is how do we find our prospects and the answer is there are five general ways that sales people find prospects the first way is that prospects find themselves they respond to promotional materials and to other marketing initiatives and they present themselves to the organization ready for the sales team to pick them up and move forward with the opportunity secondly prospects can identify each other particularly when a salesperson asks for referrals or recommendations of other clients or customers you can also find that prospects are referred to you by other prospects or by representative bodies like trade bodies membership organizations professional associations or sometimes articles in journals or magazines or newspapers can refer prospects to you to arguably journalists are acting as part of the prospecting mechanism the third and perhaps most obvious is where salespeople go out and identify their own prospects we can find them in numerous sources of potential customers like directories trade Publications or mailing lists that either our organization has assembled or has bought a number of mailing list suppliers fourth we can go where the prospects are of course this is how shops work shops station themselves on the high street where the customers are but if you're working in a business to business context then going where the prospects are means attending trade shows exhibitions conferences and networking events and the final mechanism for identifying prospects is happenstance chance luck we bump into people throughout our lives and sometimes going about your life you'll bump into someone who you will discover is a Potential Prospect for you once you've found a prospect the next thing to do is to contact them the sales team may contact potential prospects through any number of communications channels although the Communists are male email and telephone but any channel is available to you your draw of course is to identify which is most appropriate and most likely to be successful mail is still a very common approach for business to business prospecting male shots can be either broad or focused broad male shots address a lot of prospects with the intention merely of qualifying which ones are likely to be interested in your products or services more focused mail shots address likely prospects and invite them to respond in a particular way often the focused male shots are designed to achieve a meeting all good prospecting male shots need to be personal that means they must be addressed to the person and not to the role and signed by you by hand rather than by computer so before you can go prospecting you need to find out who the role holders are in the organization and what the correct address for them is and the correct way to address them your mail shots need to be brief and clear on the benefits for the broader mail shots you need to suggest an action which is very easy for the prospect to take that will show that they are interested and these days the Communist is to click on a website and perhaps sign up for a newsletter that way you capture their interest and have qualified them as a more likely Prospect for the more focused prospecting male shots you're gonna ask for an action that takes them one step closer to buying from you and usually this is to set up a meeting but in reality you are asking your prospect to be proactive and there's very little chance that they will they will expect you to do the work so follow up your mail shot with a phone call how to handle this phone call and indeed the use of telephone prospecting will be the subject of another video email mail shots behave very much in the same way as mail shots okay there may be a little less formality in the way that you write them and they probably need to be even briefer but the same general rules apply make it as personal as you can make it brief make it clear and ask for a simple action the advantage of email mail shots is firstly they're a lot cheaper than sending things through the post and secondly of course you can put a link that people can easily click to take them to the website and that link is very easy to track there are prospects everywhere a trick is to find the best way to approach them unfortunately some people do find it uncomfortable to make that first approach I guess a large part of this is fear of rejection so the attitude I found that really helps is to recognize that to get one successful approach you need to make 10 20 50 a hundred approaches that will fail just to get the statistics so for every approach that fails you can see it as one-tenth or one twentieth or one hundredth of the way to your next successful approach in that sense failures are part of the process once you have your prospects the next thing to do will be to qualify them and we'll take a deeper look at that in the next video please do give this video a like if you've enjoyed it or learned from it I'll be making loads more great management courses videos for you so please do subscribe to the channel and hit the notification Bell so you don't miss any of them I look forward to seeing you in the next one and in the meantime keep learning