Prospecting Potential Clients
Doing some research about companies you want to work with is important when you are using the “going to them” method. Unlike advertising and similar methods of targeting a general group like an industry or location, prospecting potential clients should be more precise. You may put a lot more time and money into “going to them” so you want to make sure they are a qualified prospect and that they have a need for your services.
A corporate website is a great place to start to find out about a company your interested in. By browsing the information they provide on their website, you can find out more about what they do which gives you a better idea of what you can do for them. It will go a long way when approaching them if you know what their business is about and what possible solutions you can provide that are specific to them. Look through the photos and videos they publish on their website and social media channels and see if they already have drone footage. If they don’t show anything drone-related, they may not be working with anyone yet. You may find they are working with someone already, or have an in-house solution established which will save you time in pursuing them if you feel they’re not worth going after.
Many companies list their employees and even tell you what that person does for the company. They may even provide contact information for them. This is helpful to have when contacting them. You’ll have a better chance of getting in touch with them if you’re reaching out to the right person.
There is a wealth of information that is provided online for the people and companies you want to work with. Take some time to learn a little about them and make notes or keep a spreadsheet. Building a spreadsheet is a great way to keep track of different prospects, their contact information, and what you’ve done to “go to them”. Prospecting in this way will weed out many of the companies you thought would be a good fit and will give you a better chance when approaching the ones that are.