Prospecting in B2B

Prospecting is the first step in a sales process. Prospection, or rather the search for (potential) customers, is a step in the sales process, that is well-known by every entrepreneur, manager, sales manager or seller.

But how do you start building a prospecting list? What is important? Which conditions must the prospects on your list meet? Check out this blog article for more details and information.



How to start prospecting?


Finding customers is a challenge; finding the right customers is a talent. Every company depends on its customer base. To keep this base as healthy as possible, and to provide it with sufficient growth potential, it is important to prospect. But where do you start?


First of all, it is important to know who your current customers are. A CRM (Customer Relationship Management) system could be a useful tool to ensure you have a quick and clear overview of each customer's history.

When was the last time he ordered something? What was his budget? When did he last call? Where is the corporate seat located?

These are all questions that can be important when it comes to making a new appointment with your customer.

Your CRM-system clearly indicates whether or not your customer data are properly maintained. It also gives you a good idea of which customer is responsible for which turnover. You may have heard about Pareto’s principle: 20% of your customers make 80% of your turnover. Once you have gathered all this information, it is time to start building a new list of prospects.



Create a prospect list


To build a prospects list that meets your needs, you must first determine (your) important parameters. In which region would you like to prospect? Should the companies you wish to contact be active in certain sectors? You must ask yourself many questions to get the most optimal list.

When you can no longer see the forest for the trees or you are not sure which criteria are more important, a few handy online tools can help you. One such tool for b2b prospecting in Belgium is the Trends Top Prospectfinder.


Thanks to an extensive selection of personal criteria, Prospectfinder allows you to create your own prospecting lists. These lists can be sorted and exported, including the most important contacts and fields.



A few pointers for prospection

Point 1: Only make prospect lists when you really want to

One day you feel better than the next. Potential clients will feel your bad mood and you will unknowingly drive them away. Smile during your phone conversation and it will give positive vibes.


Point 2: Prepare yourself and build a good prospecting file

To draw up a good prospecting file is easy with an online tool like the Trends Top prospectfinder. It is important to keep track of all the conversations with your prospects in a CRM-system to save a lot of time and work.


Point 3: Look for the perfect elevator pitch

This is important for both phone calls (cold calling) and face-to-face conversations. Is your time limited? Give a brief and powerful resume of who you are, what you do and what you can bring to the other party. Afterwards this will give a better idea of what the conversation is about.