Prospecting is a key part of the process of pulling off successful sales in your business. This skill entails contacting prospects and potential customers to inform them about your product or service that you consider to be likely of interest to the sector or company you are approaching. 

However challenges can arise due to the transition of prospecting in person to online due to the pandemic and the restrictions this initially created. This is key feedback we receive from our customers; on how to over come this challenge so they can continue to be successful; whether this be in business, from there sales and marketing or events.

How we best explain how to overcome this challenge is all based upon their approach as this can widely vary depending on the platforms and situations they prefer or deem most effective, for instance they may prospect people they meet at an in-person networking event and can they transition this skill to online events or through sending numerous messages on LinkedIn.

Below we will compare the benefits and downsides of these approaches which are subjective and highly dependent on the type of business you own or work for and your personal preferences as a human being. What isn’t successful for others, maybe a good approach for yourself. 

The ratio on prospecting whether this be online or in person, should always be:

‘The amount of people contacted vs more meaningful connections = more sales for your business, market or event’. 

As, online tools can be extremely effective if used correctly when speaking to prospects and potential clients. For example sending out emails to 20,50 or even 100 people can be completed in a quick timescale, including messages on LinkedIn. Which is also a popular strategy to utilise the platform’s ability to send a message & connection request to prospect after prospect. But this must not loose the personal connection, as always remember nobody enjoys being sold too and when you are prospecting it is about building the relationships as well as converting the sale whether this be online or in person.

Because if not, this approach can be a victim of its own success. The inboxes of business owners and employees are often flooded with messages from other companies attempting to pitch or promote their services. So, trying to grab the attention of prospects amongst this sea of businesses can be a difficult task, so being personable is super important to overcome this challenge when prospecting online.

However, attending networking events or arranging in person appointments is the complete flipside of the above. Of course, the number of people you can potentially contact is limited when at an hour´s event attended by a small group of prospects or pencilling in large amounts of time to solo individuals. Chances are though, that spending such time with potential clients will naturally result in a deeper understanding & connection. As when prospects feel like they know you personally somewhat, your business may well become higher in the hierarchy in their mind both now and in the future. 

In conclusion it is important to tailor your prospecting towards your personal and business circumstances. Consider whether you enjoy meeting people in person or if you prefer your business conversations to take place digitally or online. Think about how your time will be most productive and most importantly which approach will garner the largest amounts of sales for your business.

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