Here are seven top tips from the MarketInvoice team on how to build and develop your sales pipeline. You can read the full article here: http://marketinvoice.com/2014/02/03/top-tips-for-prospecting/

1. Top tips for prospecting

2. 1
Know your audience

3. In order to identify
prospects, you need to
profile your ideal customer.

4. Build a ‘buyer persona’
• Who are your existing customers?
• Why do they use your product?
• What selling points appealed to them?

5. Build a ‘buyer persona’

6. 2
Ask your clients for referrals

7. Happy clients can be your
biggest advocates

8. Encourage client referrals
• Offer discounts or special offers for
clients who refer business
• Ask happy clients to ‘refer a friend’

9. 3
Try Duedil for company searches

10. is one of a number of online
business information databases.

11. Use your ‘buyer persona’
Search business information for free
• SIC code
• Location
• Age

12. Follow prospects to get updates

13. 4
Use LinkedIn to its full potential

14. Use every available opportunity to
build your LinkedIn network by
making new connections.

15. Use your ‘buyer persona’
Search for prospects for free
• Industry
• Staff count
• Location

16. Follow prospects to get updates

17. 5
Do your research

18. Research your prospects online
• Go to their website
• Look at their LinkedIn profiles
• Check Facebook and Twitter

19. 6
Check your online presence

20. Prospects will probably Google you
when you make contact

21. • Check that your LinkedIn profile is
up-to-date
• Upload a professional headshot photo
• Set any personal profiles to ‘private’,
especially Facebook

22. 7
Make contact

23. “Don’t talk about what you
do…
Talk about what you can do
for them”

24. If you’re writing emails…
• Choose a snappy subject
line
• Try a question or a fun
fact

25. Whether you contact
prospects via email, call or
letter, always include a
clear ‘call to action’

26. Examples of a ‘call to action’
• Sign up now online
• Call me to arrange a meeting
• Come to our next free event

27. Remember- once you’ve secured
that new contract you can use
MarketInvoice to fund it.
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