La prospection

La prospection est le noyau du développement commercial, c’est un mal nécessaire que l’on peut transformer en sport passionnant !


Deux axes sont à respecter :

  1.  Découvrir des nouveaux clients 
  2.  Découvrir des nouveaux besoins (pour les clients déjà existant)

Il faut trouver une bonne répartition entre la prospection pour rechercher des nouveaux clients et le suivi clientèle.

Les questions préalables

  1. Qui prospecter ?
  2. Où sont-ils ?
  3. Combien sont-ils ?
  4. Comment prospecter ?
  5. Quels objectifs atteindre ?
  6. Quand prospecter ?
  7. Comment m'organiser ?

Développer des actions de prospection efficaces

Pour augmenter votre efficacité, respectez les principes suivants :

  • Analyser le secteur de vente : segmenter votre clientèle (prospects froids, chauds, clients...
  • Organiser son plan de prospection (couverture secteur suivi)
  • Se programmer positivement

Écrire commentaire

Commentaires: 10
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A propos

Après dix ans d'expériences professionnelles en qualité de gestionnaire de portefeuilles clients, puis chargée de recouvrement des créances, Fatima LAMYNE  a pu développer de solides compétences en secrétariat.


Elle s'est orientée vers l'entreprenariat et a fondé sa structure KATIBA GESTION. Elle est ainsi devenue membre de la coopérative d'activité Coopaname, durant 4 années puis par la suite auto-entrepreneur.


La polyvalence est son atout, son activité répond aux exigences d'une PME, un énorme avantage pour les professionnels  qui ne peuvent ou ne souhaitent pas faire appel au salariat.


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