Acquiring customers is essential for the success of a company, after all, without them it is not possible for the organization to maintain itself. Through a good action plan for prospecting customers, the company can devise the best strategies to find, educate and convert leads into customers and, thus, ensure that the company grows in a healthy and consistent manner.
Customer acquisition is a fundamental step in the commercial process in which salespeople identify potential consumers and contact these people or companies. The objective is to guide them until the deal closes.
Therefore, in this article, we will tell you everything you need to know about an action plan to efficiently prospect customers.
What is an action plan for prospecting customers?
The first thing we will understand is what, exactly, an action plan for prospecting customers is.
An Action Plan (also known as an Activity Plan or Work Plan), is nothing more than a simple and efficient tool for planning and monitoring activities.
It can be used to ensure that no task is left behind, from simple meeting minutes to more complex tasks such as a small project.
The action plan can be used in different areas and sectors of the company, including when prospecting customers. Therefore, an action plan for prospecting customers is nothing more than a document containing a series of activities and tasks that must be followed so that the company’s sales team can convert prospects into new customers.
As we can see, this document is fundamental, as it serves as a guide so that all members of the sales team can maintain the same level of work, standardizing the main sales stages and, consequently, increasing the company’s conversion rate.
How to put together an action plan to prospect customers?
Now that you know what an action plan is for prospecting customers and how important it is to carry out this prospecting, let’s understand how to put together an efficient and easy action plan.
Have your ICP well defined
The first thing you need to do is define your company’s ICP. ICP is the acronym for Ideal Customer Profile, which represents the ideal customer profile for your company, that is, those people or companies that have the most interest and characteristics that can facilitate the decision to close a deal with your company.
Through the ideal customer, it is possible to make strategic decisions considering the customer’s main pain points, what doubts may arise, etc. This way, your action plan can contain the main answers and solutions.
Define your goals
The next step is to define what objectives you want to achieve with this action plan. Well-defined goals and objectives can help when defining the best strategies to use.
For example, if your objective is to increase sales, the strategies and approaches will be different from a plan whose objective is to increase the number of leads captured.
Make a plan
Once you have your ICP defined and your objectives very clear, it’s time to start planning and defining what actions will be necessary to carry out this activity efficiently.
A very useful tool that can help you a lot when implementing your action plan to attract customers is the SWOT analysis. It’s very likely that you’ve already heard of it.
With it, you can identify the strengths, weaknesses, threats and opportunities of your business. This way, your action plan can be much more complete, and you can identify points for improvement and opportunities to further increase the efficiency of your sales team.
Use technology to your advantage
Finally, it is important to take advantage of and use technology to your advantage. This way, you can automate processes, avoiding errors and reducing the need for rework.
There are several tools that can be very useful for your company when prospecting customers.
Count with ASB Marketing to increase your sales
If you want to implement demand generation strategies in your business, it is of paramount importance to start with planning.
In this scenario, understand your audience, online behavior, preferences and, especially, make an analysis of your competitors and current demands of the market.
Then understand how your sales process works and what characteristics need to be changed to meet your ideal customer profile.
In addition, it is essential to keep in mind that demand generation does not only occur by paid media, on the contrary, inbound marketing actions (attraction marketing) and demand generation generate very advantageous results for organizations when well employed.
Finally, you can count on an experienced marketing and sales company to support the implementation of these strategies, such as ASB Marketing.
With the best innovative methodologies and tools, ASB Marketing finds its ideal customer and qualifies them through fully automated and personalized email cadence.
When the lead arrives at the purchase decision phase, we only passed on to your commercial team to close the negotiation. With this, we guarantee increased sales, reduction of trade cycle, cost optimization and support in long -term business expansion.
Do you want to know more? Go now and see how ASB Marketing can help your business!