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Lead Prospecting: What It Is and How It Works

A lead funnel is intended to improve a brand’s visibility in order to gain a competitive edge in the industry. Creating a lead funnel helps your business find the most profitable prospective customers. This process will include both lead generation and lead prospecting.

Lead prospecting is the process of identifying people who could potentially become clients or customers for your business. Lead prospecting is similar to lead generation because both end goals are to obtain leads. However, a prospective customer is more honed-in; a prospective customer realizes that they have a need for your product or services. Because they already acknowledge their need for your services, this puts you in an ideal position to convert them from a lead to a customer.


How Does Lead Prospecting Work?

The first step in a successful lead prospecting campaign is identifying your leads. The more leads you can identify, and the more sources you have for attracting leads, the more potential customers you can gain.

After you identify your leads, the next step is awareness, which turns them from a lead into a prospective client. Awareness means that your prospective client has actively acknowledged that they need your services. These are people that are in the market for something that you provide. They have the greatest potential to convert from a lead into a customer.

After awareness is lead capture, which involves establishing communication with the prospective customer.

Typically, the business development department of a company will establish initial communication with a prospective customer. Whether it’s an account executive or a sales manager, it’s important that someone with sales experience makes this connection. Initial contact may come in the form of a cold call, an email, or another form of direct messaging. In the case of marketing a small business, where there isn’t always an established account executive or sales manager, the person who handles business development should establish first communication with prospective clients.


Lead Prospecting vs. Lead Generation

The primary difference between prospecting and lead generation is the way in which the customer engages. If a potential customer is aware of their need for your services, they are a prospective client. While lead generation takes a one-to-many approach, lead prospecting targets potential clients using a one-to-one approach.

Lead generation is usually done through more generalized methods, i.e., data-driven marketing campaigns. This could include blogs, webinars, newsletters, and other similar methods. When someone signs up to read your blog, receive your e-newsletter, or attend your webinar, this grants you access to their name, address, email, and other contact information.

On the other hand, lead prospecting is usually done using a more personalized approach. Once your business has identified a person as a lead, they can then reach out to them with a direct phone call, email, or message. This communication should be targeted and specific to the prospective customer.


Why Is Lead Prospecting Important?

Lead prospecting is important because reaching consumers at the exact time when they need your service is the best-case scenario in the sales world. There are many benefits to lead prospecting, including:


  • Profitability: Lead prospecting can be extremely profitable when you target the right people at the right time. Start by creating a “customer profile” or “buyer persona” that explains what your ideal customer looks like. Once you have that profile, you can start targeting specific people.


  • Increase pipeline: If you need to increase your firm’s pipeline, lead prospecting is the way to go. You can quickly book appointments with qualified leads by calling, emailing, or messaging them directly.


  • Referrals: One of the best ways that lead prospecting can help your business is through referrals. Once your leads have turned into happy customers, they will tell their friends and family about the service they received. Word-of-mouth referrals, as well as positive reviews, can be extremely valuable to a legal firm.


Lead prospecting is extremely important in gaining customers and increasing profitability; it’s about approaching the right customers at the right time so you can nurture a relationship until they are ready to convert. Keep reading to learn more about the strategies you can use in lead prospecting.


Lead Prospecting Strategies

There are a few different strategies to take in lead prospecting. Each strategy is effective when used in the correct way. These are not generalized ways to reach out to your prospective clients. While there may be a method that works better for one person, it might not work for all people. It’s important that you tailor your approach to your specific leads.

Cold Calling

While cold calling can sound impersonal, there are many ways to tailor your calls to the specific person you’re talking to. The biggest hurdle is often just getting to talk to the person you need to talk to. Once you have them on the phone, it’s important to be authentic, find common ground , and approach them with a solution to their problem. Ask them open-ended discovery questions – questions that will help you to understand their needs.

Outbound Emailing

Another lead prospecting strategy is outbound emailing. This is a bit easier than cold calling because you can take the time you need to perfect your message to them before delivering. However, many people see sales emails and automatically delete them. It’s important to use a catchy subject line and address their needs quickly in the email.

Direct Messaging

Similar to email, direct messaging is another strategy used in lead prospecting. Direct messaging is most commonly done through social media, especially LinkedIn. This is another great approach because even if the prospective customer doesn’t answer your message immediately, chances are it’s still in their inbox where they can see it when they open their messages. Your messaging should be similar to the messaging you use in your calls and emails – offering a solution to their potential problems and asking open-ended discovery questions.



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