PROFILE PROSPECTING

What is prospecting?

Do you prefer to have your expensive sales people spending their time negotiating business in front of qualified prospects, rather than "on the ‘phone" trying to persuade reluctant contacts? If so we can help. Profile Prospecting will not only produce more qualified opportunities, it will reduce your cost of sales.

Prospecting: A conceptual sell

Prospecting involves "selling" your business, conceptually. Profile sells the benefits you offer. We use your benefits as do your good field sales people, for leverage, so your prospects are more likely to share accurate information and agree to a visit.

Profile Prospecting combines selling with research, so we:

• Build Relationships with Prospects.
• Track Opportunity, Flag them & Keep Close to Key Contacts.
• Make Qualified Appointments.
• Gather & Trap Essential Information.
• Grow Your Prospect Database. All during the same process

To achieve this standard of communication, we employ full-time staff, not temps. Our people understand business. You benefit from the expertise our prospectors have built during their years with Profile Prospecting. They know each senior contact must be "sold" i.e. given a reason to share his company's problems or plans. If prospects trust our understanding and see benefit, they will consider our solutions. You will be aware, this results not from firing questions or "delivering" a script but from matching the approach to the prospect, responding to him and to his questions. Profile takes the time to understand specific needs, train staff and monitor progress.

Our traditional business is in working for substantial: manufacturing, IT and other sophisticated industries or major institutions with services requiring appreciation of technical or specific benefits.

Method of working

Following a Set-up Meeting to learn what we need to know to successfully prospect for you, we develop an Approach (conversation structure, not a script), presenting the:-

• Image you wish to project to your prospects;
• Benefits you offer;
• Information you require;
• Target contact's Needs & Wants, Questions he/she may ask.

We either take your data or source a national database according to your criteria and design a computer system into which we import that data. Thus Profile will:-

• Identify your targets, selected by geography, size & SIC or take your own leads.
• Prepare The Approach - identify Decision Makers and key influencers (DM's): whether they be Directors or Middle Managers; Partners or Proprietors or indeed, other people with equivalent responsibilities;
• Present The Image - Your Expertise; Solutions; Innovation; any benefits you wish to use.
• Explore Opportunity with DM's using the benefits you offer;
• Build Rapport with your prospects and future customers and so...
• Generate Interest in doing business with you;
• Gather & Record Data: DM names; data you want: volumes bought; service or equipment currently used or needed or; spend; any supplier or other problems they may have; potential for you doing business with them; time frames and so...
  • Build Prospect Database with flags to maximize opportunity.
  • Manage & Track leads and lay foundations for future sales;
  • Make Qualified Appointments or pass leads, so sales people get in front of qualified prospects, which match your criteria, at the right time.

Profile uses skilled prospecting staff to target potential customers; identify, screen and keep close to key contacts: DM's. Building relationships and tracking opportunities with DM's reveals needs and plans and gains intelligence. Leads are generated by ‘selling' DM's the benefits of working with you, so our people will create a valuable database, with flagged records to show how much and when they could buy from you. Only when the time is right, will Profile you sales colleague to negotiate and sell.