Quick Tips for Finding New Prospects

Convert leads into clients and boost your sales


By Claire McLennan



A major part of keeping profitable and growing your business is maintaining a focus on business development. Even when you've got the right mix of work, clients and employees you should be looking for new sales leads. Establish a process that ensures your existing customers don't get neglected while you manage new business opportunities in a cost- and time-effective manner.
1. Generate sales leads. Identify the types of companies you want to work with and a realistic number of companies you want to target over a given period of time. For example: An accountant with experience in the marketing industry might decide to target five opportunities per month focussed on marketing consultancies.



Finding potential clients and identifying new opportunities can be done through networking events, tenders listed in newspapers and industry magazines and headlines in newspapers about new projects and industry seminars. Keep an eye on your industry and stay aware of new developments.



Track the companies you approach in a database (you could use Microsoft Office Excel or Access). Tracking should cover the obvious things — company contact details — as well as details of what was discussed, potential work, actions and more.



2. Qualify the leads. Once you have companies identified, review it to ensure they are realistic opportunities. Some areas to think about include:

• Do you have the right contacts to get started?


• Do you have the right services to offer them?


• How can their website help you understand them better?


• Do you have any conflicts of interest in pursuing this company?



• Does this client have growth potential or would it be a quick job?


• Who makes the decisions? How can you reach them?