Customer prospecting: are you doing it right? Check out 5 tips!
When customer prospecting is done correctly, the first impression about your brand and the concept you occupy are fundamental to engaging people and always being one of the first options when it comes to “buying”.
Unfortunately, with the lack of guidance, many businesses miss out on great opportunities to sell their products and gain people's loyalty because of an impractical interaction.
With the content we prepared today, your customer prospecting will never be the same! Check it out and have a great read.
Understand the need for good prospecting
Before a purchase is made, there are some factors that surround consumers and help to build a concept about a brand. Therefore, this identity varies between something positive, like a safe place that helps you in every way, and something negative, like a business that gives priority only to selling and making a profit.
Having a team that truly cares about people's needs and offers maximum options maintains the reputation of a good business. Second E-commerce Brazil research, “…53% of Brazilians say they simply change brands if the service is not pleasant.”.
Therefore, to strengthen this aspect, it is necessary to have good preparation with your team, bringing internal training and investing in internal marketing, indicating the importance of who is responsible for welcoming people.
Let's get to the improvements!
Clarifying what every entrepreneur can improve in their business, we have separated some immutable elements for good prospecting.
Point of sale:
For those who invest more in sales at physical points, organizing the shelves well and inserting an internal layout that is welcoming to visitors should never go unnoticed.
This is because, depending on the arrangement of products and the poor use of free space for circulation in commerce, the feeling of being trapped inside a store can trigger the thought of “I need to get out of here”.
To correct this, always keep free spaces for people to feel comfortable and structure the store thinking about the fluidity between being served, choosing products, going to the checkout and leaving with the purchase completed.
Furthermore, colors and interior decoration also have the power to scare away potential buyers.
An establishment that does not maintain a unique style ends up generating some visual pollution in the environment. As for color, you need to know how to mix and have a well-proportioned palette, otherwise you could make your customers sick.
We do not recommend excessive colors like yellow. Psychologically speaking, this tone has the power to disorient most consumers.
E-commerce:
Customer prospecting doesn’t just stop in the physical environment. Anyone who has an online store needs to maintain an efficient, practical and safe standard for visitors.
When it comes to e-commerce, spam is a big enemy, as consumers' attention needs to be 100% focused on the products. Random ads that don't suggest much security diminish buyers' trustworthiness. After all, the fear of leaking personal information is a behavior present in those who usually buy online.
Another point that we cannot forget is the number of tabs, lists and buttons that confuse or hinder the usability of your online space. Keep as many products as possible in one place, with objective information and a fluid organization.
Prospecting customers with the right media:
When the target audience has already been established, it is possible to understand more about the lifestyle to segment effective means and vehicles to propagate your products and services.
As much as the number of connected people increases daily, we cannot ignore the fact that, when leaving home to work or have a leisure time, people are subject to commercial exposure. That's where Out of Home media comes into play.
If you've found that your target audience visits the mall frequently, then consider using:
– Digital panels in elevators;
– Specific stickers for the floor;
– Table stickers in cafeterias;
– Digital totems;
– Banners.
Now, if your potential customers ride the bus to work every day, think about investing in communication vehicles such as:
– Bus stop;
– Backbus or busdoor;
– Sound cars near terminals and squares with bus stops.
Finally, as you discover the scenarios where your target audience frequents, be sure to research, evaluate and invest in the communication options that are within your reach!
Pay attention to the tone of the conversation:
In addition to researching your audience to establish the media, the tone with which you communicate is also important.
If a company works directly with entrepreneurs and other businesses that outsource products and services, a formal and direct language is exactly what it needs.
On the other hand, if the contact is with younger consumers in an informal and relaxed context, adopt a language that fits with their daily lives. In fact, it is in this scenario that many brands adopt memes and jokes that are trending in social media content.
Creative actions:
Talking about fundraising actions is highlighting the interactivity between brand and customer that will not be forgotten anytime soon.
The distribution of gifts and samples, discounts involving social networks, promotions with discounts and sweepstakes are very popular examples of generating engagement among people and attracting attention in the market.
If a brand has a differentiator that underpins its entire style and visual identity, this is a great opportunity to create a more original action that further strengthens the concept of that company.
After checking out our 5 tips on good customer prospecting, do you still have any questions or need professional support to attract the attention of your target audience? Get in touch and talk to our team! Take advantage and also check out the latest materials we have available on Beatz Podcast.
See you shortly!
