What is prospect profiling?
There is a lot to be said about profiling these days, especially in the news. Biases, known and unknown, can influence our behavior towards others. People judge others based on assumptions about what they know or think they know about someone else. It is just a fact.
But is all profiling a bad thing? The true danger with assumptions is not knowing enough and jumping to conclusions before you have all the facts. There is a saying that goes, “There are three versions of every story. Your story, their story, and the real story.”
In business, it is no different. Spending more direct time with colleagues is helpful and profitable because you develop a better understanding of each other. But when your contact list is thousands of names long, there is no feasible way to spend enough time finding out everything you need to know about people in order to do business with them.
Prospect profiling services is the solution to your problem. Putting a real person behind your database for the purposes of researching and filling in the blanks of your contact’s details can be worth thousands, even tens of thousands, if the knowledge you gain leads to new business.
Prospecting can map out the future of sales by identifying members of your target market through the efforts of intelligent research. Never again will your sales team be calling prospects who no longer work at that company or have moved on to other positions. Using prospect profiling also provides intel on what boards your prospects belong to and what volunteer work they might be involved in. Making connections through relationship marketing is much simpler when done through referrals by common association members, board members, or even recreational circles such as golf or tennis.
An unworked list has little value. Over time, the data becomes irrelevant or incorrect, email addresses and phone numbers change, and people change names and addresses. Keeping up with these changes is an investment in the future of your company that you can’t afford to miss.
As always, give us a call at Chameleon Group to discuss how we can partner with you for success.
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