How to track your prospects effectively so your business pipeline is overflowing

In sales, prospects are everything. And you probably already know why.

In any industry that you are in, it is rare (rarer than a unicorn) for a prospect to approach you on their own and make a huge purchase or sign up for your service easily. It may happen, but not always. The secret behind making the magic happen is to track your prospects- and the right

Converting prospects into buying customers will take effort and time. You know the drill: meeting potential clients, getting in touch, and playing the long game of selling your service/product to them. A HUGE part of getting your prospects to become your customer is tracking them, because the last thing you want is to lose potential leads. And in this article, check out our tips on how to track your prospects to keep your pipeline brimming and overflowing!

Here’s how you can track your prospects like a pro

1. Spring-cleaning: Using the lifecycle stage

We have all done spring cleaning at a certain time to our homes and that’s exactly the same thing you need to do for your prospects. Organising your list of existing prospects and client relationships would allow you help you track them more efficiently..

One strategic way of organizing your leads would be to review them and categorise according to the lifecycle stage. Do you see them as a prospect, an opportunity or customer? Using the lifecycle stage would give you greater clarity about where each client stands in your sales funnel, and this would definitely allow you to prioritize your resources and use your time more effectively.

2. Get that list to track your prospects effectively

Lists are useful! Leaving your prospects untracked is akin to leaving money on a table. To turn your prospects into customers, it is important to have regular follow-ups with your prospects.

Having regular check-ins with your prospects helps to create a genuine relationship with them. At the same time, it’s important not to be too intrusive with your hundreds of follow-up emails and calls. This is where your list comes in handy.

Your list (meant to track your prospects) should include the following fields:

  1. Name
  2. Email
  3. Phone number
  4. Company
  5. How prospect was found
  6. Last contacted date
  7. Last action taken
  8. Remarks

With this information, you’ll be able to figure out at a glance who you should be getting in touch with. You can also track the frequency at which you contact them – thus avoiding the problem of being way too intrusive.

Looking to get started on your own tracking list? Here’s a free template from Glints – just for you!

Mining those prospects

Aside from tracking prospects to get more business, perhaps the next big thing you want to do is to be able to mine for prospects effectively. Here’s how you can get started.

1. Leverage on your competitors

One way of mining for prospects is to leverage on your competitors’ networks. You may feel competitor envy (don’t we all) when you see that your rivals have a larger pool of prospects on their social media accounts. But don’t let this get you down. There are methods and resources to turn this around!

Start by following your competitors on their social media handles, and see who their audiences are and connect with them. Your rivals end up doing the heavy lifting in finding prospects for you. Leverage on these connections to promote your businesses, giving you an opportunity to convert them into customers.  They work, but you benefit! Shhh – don’t let them know.

2. Doing it the old but gold way – cold emails

Last but not least, mine your prospects by sending cold emails! You know what they say, old is gold.

However, you don’t want to sound too impersonal in your emails; you might just get ignored or labeled as spam. Use your writing to convert prospects into warm leads for sales by being genuine, approachable and friendly. The secret to doing so is to research your prospect thoroughly, and see what is of interest to them. Empathise with them and see how your products/services are able to help them achieve their goals.

Fancy a prospect tracking list of your own? Get started with ours – free of charge.

Now that you have got all these tips at your fingertips, it’s time for you to put these tips to good use, convert your prospects to warm leads and see your business overflowing. If you have tried these methods to track your prospects, let us know how it went for you.

If you are looking for a position in marketing or business development, do hop on to our platform – there’s plenty of jobs waiting to get picked by you.

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