A prospective customer is a person who is interested in your product and has financial resources to buy it. Any entrepreneur thinks over the image of ideal prospect with the quite obvious purpose — make them buy. Email marketing is a great chance to encourage your prospective customers into the sales funnel. After the registration in SendPulse, you can do it absolutely for free.
A prospect is to have
The client should be able to pay for the product offered within the terms that satisfy you. This is the first and most important thing that is characteristic of a prospective customer.
The power to make a purchasing decision
More often this is encountered when working with corporate clients. You can meet people and present your goods or services and they will never decide to buy, but "feed" the seller with promises of cooperation in the future. They simply do not have such authority, but they cannot admit this to the seller because all people want to look and feel important and meaningful. The ability to find the "right person" depends on the ability of the seller to ask questions.
The need for the product offered
This is the first condition for starting work on making a prospect buy something. Why should you waste time on a person that does not feel the need for your product or service? For example: What’s the point in offering furniture for the advertising agency? If you are trying to sell a product to a customer for which they do not feel the need, then your actions are called imposing unnecessary. Sale begins by determining whether the customer has a need for your product.
The desire to purchase the proposed product
The need and desire are absolutely different things. What or whom does it depend on, whether the client has the interest in your product? If you answered — on the seller, then you are completely right. This statement refers more to direct sales and less to retail. After all, the seller is more often the initiator of the contact in direct selling — they should be able to "sell" the need for a conversation with them, then "sell" the client the need to meet with them and eventually — their product.
In retail, on the contrary, the initiator of the contact is the client, as they come, and it almost always means that they already have (even a tiny) interest in what is offered in the store.
The above-mentioned features of a prospect represent a kind of a customer test for "prospectivity". If you have a prospect, the next stage — convert them into leads. It happens when they leave their contact information. It's a real challenge to make prospects give you their phone number or an email address.
How to convert prospects into leads
We've already mentioned that you can do this in SendPulse absolutely for free. Email marketing is a cost-effective way to convert prospects into leads. In our service, you can do it both via email and web push notification. Discover more here.
Create a subscription form for a website or a subscription request to send push notifications and start growing your mailing list. To make it easier for the users to leave their email address — offer a lead-magnet. Read the article on our blog on how to use them.
After you've collected the email addresses of the leads, send them a welcome email and start nurture. Discover your customers' preferences and use this information to make your campaigns highly personalized and segmented. People value the individual approach.
For an easy start, enjoy our free pricing plan and send 15,000 emails monthly to less than 2,500 subscribers absolutely for free.
- The article "What is a Prospect Versus a Lead?" on The Balance Small Business considers the difference between a prospect and a lead.
- The article "10 Questions for Assessing a Prospective Customer" on Dummies provides answers to the most common questions regarding a prospective customer.
- The article "5 Ways To Get Prospective Customers to Choose You" on the Entrepreneur provides the tips on how to make a prospect choose your business.
- The article "10 Steps To Target And Connect With Potential Customers Effectively" on Marketing Land provides insights into the art of targeting prospects.
Published: 2017-05-24 Last Updated: 2019-06-24