We often get asked questions in our Facebook group, some are simple to answer but some need a little more explanation, and this is one of them. So, the question I want to answer today is from a good friend of mine, Jonathan.
Jonathan has got a business that in simple terms supports people who’ve created a product to get that product into the supermarkets. He asked me the simple but challenging question
How do I find prospects?
This got me thinking, yes it does happen occasionally. This problem needs to be approached in a slightly different way.
Should you be looking for the prospects or should you be looking for the people the prospects are talking to?
Let’s expand on this. In the graphic above the prospect is in the centre.
Who are they talking to?
They might need some money, so they’ll be talking to some funders. They might need some business advice, they could be talking to people like me or other business coaches. They may be talking to business mentors, perhaps government organisations such as Business in Wales or Business in focus. Maybe some private companies like the pop-up business school that could be helping these prospects with their with their product or idea. What about designers? They’ve got a product they need a brand. They might be talking to an accountant. All of these people will be helping them. What about Universities? Most universities have development facilities or enterprise zones. So, who in the universities could we talk to? We’ve also got accelerators, places where new businesses go to pitch their ideas and maybe get some office space or support to grow their business. All of these people or organisations could be talking to the prospects Jonathan wants to meet.
In this case, I think the answer for Jonathan to find prospects is to start building relationships with all of these introducers. If he can be known as the go-to guy by each of these people, then they’re going to refer the prospects to him. Now, this can work for any business if you sell cars, if you’re an accountant yourself or if you’re a designer this will work for you. In fact, it will work for any business.
The question you now need to ask yourself is “Have I made a list of introducers and have I got a strategy to build relationships with them?”