At Novi much of the prospecting is done by head office: it prepares lists of businesses without a website or with a weak one. The advisor focuses on conversations.
What it means in practice
Prospecting is finding and pre-qualifying potential customers worth talking to: building company lists, checking their online presence and finding out who makes decisions.
Why it matters for your business
Good prospecting means advisors talk to businesses that really need a solution instead of wasting time on random visits. It’s the basis of effective field sales.
Examples and good practice
- Look for businesses without a website or with a weak, old one.
- Check their Google profile, reviews and social media.
- Group businesses by location to plan routes.
- Note your findings before the visit.
How to use it in a sales conversation
At Novi, prospecting is largely done by head office: it prepares lists of businesses without a website or with a weak one. The advisor focuses on conversations and presentations.
