No one can buy from you if you never meet them. Prospecting, which means finding people and businesses who might need what you sell, is one of the most common skills in Ghanaian sales adverts. It is also where many new sellers struggle, because they wait for customers to appear. This section teaches you to fill your own list.
Three ideas to hold on to
A prospect is not yet a customer. A prospect, or lead, is someone who might buy. Many will not. That is normal. Your job is to find enough good leads that the ones who do buy add up to your target.
Quality beats quantity. Calling two hundred random numbers is tiring and annoys people. Fifty well chosen leads who match your best customer picture will usually give better results and fewer awkward calls. Qualifying, which means checking whether a lead is a good fit, saves you and the customer time.
Some leads come to you. When a customer sends a WhatsApp message, fills a form or calls the office, they are an inbound lead. They are often the warmest leads you will get, and a slow reply can lose them to a competitor.
What this section covers
- Finding and listing leads. Where leads come from, from referrals and directories to walking a market street, and how to keep them in a tidy spreadsheet.
- Qualifying leads. Simple checks on need, budget, timing and who decides, so you spend time on people who can buy.