The B2B prospect is the decisive figure towards which to direct. The commercial efforts of a company in the business to business market. Understanding who the prospect is is important to make the relationships. Between a company and its target profitable. If malaysia phone number library you want a commercial negotiation to lead to the closing of a contract, you must act on your. B2B prospect but, first, you must know what is meant by prospect. It is often confused with the lead and the customer, which is why we decided to clarify.
In the article we describe who the prospect is and what is the difference between prospect, lead and customer. We also suggest how to identify the B2B prospects of a company and what is the tool that helps the sales force to close commercial negotiations in a winning way.
What is prospecting?
The definition of prospect is not unitary but, in our why women start businesses? 5 reasons that will inspire you article, we follow the meaning of prospect indicated by Philip Kotler, and other co-authors, in the book “Marketing management ”.
Based on this definition, the answer to the question of what potential customers are called is, precisely, prospect.
Who is the B2B prospect?
The B2B prospect is that buyer who represents a sales opportunity. The B2B prospect has a high probability of becoming a customer of the phone list company. For this to happen, however, three conditions must be present:
- the buyer has a need to satisfy
- your product or service can solve this need
- the buyer shows interest in your offer
Before starting a negotiation, salespeople should always make sure that there is a good match between the needs that the B2B prospect is trying to satisfy and what the company can offer to help them achieve their goal. If this match does not exist or takes on the characteristics of a forced one, then the chances of closing the deal are slim, if not non-existent.
A company should not try to sell at all costs , on the contrary, this practice is counterproductive. When a buyer is not in line with our offer, he is not our B2B prospect, even if he has shown an initial interest. Insisting where there is no possibility of closing the contract only risks making the company lose credibility.
