Know the requirements of a potential client portfolio

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In the task of increasing sales and improving the performance of any business, one of the keys is to work around a properly segmented portfolio of potential clients, but how do you identify prospects and what are their characteristics? Below, we review the main points on the subject.

The high competitiveness of today's market has led companies to optimize their commercial strategies to the maximum, something in which working around potential clients is essential, especially if they are B2B organizations. In fact, it is estimated that at least 50% of initial prospects do not require the products or services offered by companies that operate in this sector .

The above is due, among other things, to the fact that the rcs data pakistan of potential clients have not been correctly defined , which leads us to design strategies around an audience that either does not need our products or services, or does not meet the conditions to access them.

What are the main characteristics of potential customers?
Considering the above, in order to increase the performance of sales strategies, invest resources correctly and not waste time, it is necessary to know the characteristics of our prospects in order to create a portfolio of potential clients that allows us to achieve the objectives set:

1. They need our products and/or services
Not all companies can be our potential clients: it is essential that we focus our sales efforts on those that really need our products or services. Otherwise, we will be wasting time and resources on prospects that do not fit our line of business.

2. Purchasing power
We must keep in mind the average value of our offer, since even if we have identified companies that may require our support, they may not have the necessary resources to cover it.

This point is key in any commercial strategy because, if we do not consider it, we will be working with the wrong prospects during the first stages of the sales funnel and, when it is time to talk about values ​​(i.e., in the BOFU) we will realize that many of the potential clients cannot access our services for economic reasons.

3. Decision makers
We must also make sure that we are talking to the right people, i.e. the decision-makers in a company. This will allow us to streamline the sales process and build a relationship that can be sustained over time, going beyond the first transaction.

By considering these points, we can ensure that we are working on a portfolio of potential clients that represent real business opportunities. However, after all of the above, we must begin to segment according to criteria such as the purchasing phase in which the prospects are, income volume or proximity to the buyer persona, among others.

In short, identifying potential customers requires a lot of time, resources, market knowledge and, most importantly, experience in prospecting. Therefore, it is likely that the best alternative is to outsource customer prospecting to optimize investment and increase the conversion rate.