{"id":296,"date":"2019-09-13T13:21:58","date_gmt":"2019-09-13T10:21:58","guid":{"rendered":"https:\/\/snov.io\/glossary\/?p=296"},"modified":"2026-03-16T17:34:47","modified_gmt":"2026-03-16T14:34:47","slug":"prospect","status":"publish","type":"post","link":"https:\/\/snov.io\/glossary\/prospect\/","title":{"rendered":"Prospect"},"content":{"rendered":"\n

A prospect<\/strong> is a potential client, someone who is in the market for your product and has the resources needed to buy it but has not purchased it yet. Once the prospect buys the product, which is always the end goal, they become a customer. So how do you find and court prospects to turn them to a customer?<\/p>\n\n\n\n

Sales prospect profile<\/h2>\n\n\n\n

You have to know what kind of prospect you want to find. Creating a buyer persona<\/a> (B2C) or an ideal customer profile<\/a> (B2B) is the first step, as it helps identify the person\/company you want to sell to. For example, if you\u2019re trying to sell cat toys, your buyer persona will be based on a cat lover, as you\u2019re not going to put your efforts into researching what dog lovers like.<\/p>\n\n\n\n

Knowing your intended audience helps target<\/a>, find, and reach<\/a> prospective customers. You want your focus to be on those who need or want your solution and can afford it. Searching for people outside of that qualification is a waste of time and resources that are best spent on converting qualified prospects<\/a>.<\/p>\n\n\n\n

Sales prospect profiles can be specific and are best determined by the characteristics and actions of existing customers. All of your clients were at one time prospects. The way you interacted with them worked, and you have successfully sold to them. So, use this experience and information to create a prospect profile. <\/p>\n\n\n\n

Start by asking simple questions (edit them to fit your niche):<\/p>\n\n\n\n