How do you balance between prospecting new leads and nurturing existing customers?

The most crucial piece of prospecting is seeking out the correct contact and role. This skill comes with time spent at a company and talking to different prospects who can lead you in the right direction. If you seek out the proper roles it will make your prospecting life 1000x easier.

Taking good care of your valued current customers always has to come first. If you lose one, you have negated a whole lot of prospecting.

I use LinkedIn and Upwork for identifying, connecting, prospecting, lead generation, and finally onboarding as a new client. It is KEY critical to create a top of the funnel B2B system to move your prospects through into clients. Once the target audience and funnel is in place, the majority of time should be spent on bringing prospects through the sales process, which if effective, takes very little effort and time to bring on new customers. Time should be spent daily on these platforms to effectively grow the revenues of your company.

This is such a brilliant use of time and worth checking quite frequently. Markets change and the world innovates, so its essential that you find a process that allows you to be on top of your community. The next steps are all down to regular activity and managing the data and keeping a track of where your clients and prospects are in their journey with you as well as within their own business - this whole marketing thing is an incredible art form!

In my experience, since my industries products and services are not optional for any consumer, asking for referrals every single time regardless of the circumstances, is the absolute most efficient approach to balance prospecting for new accounts and nurturing existing clients. Asking for referrals must become a habit!!!!

As a salesperson, we are so ready to move on to the next prospect once we close a deal. Make it a priority to ask for referrals after every close, you will find that your sales will increase and your workload will decrease. If you did your job, you have EARNED the RIGHT to ASK. ASK is the keyword. Many customers you serve will give you stellar reviews and, in fact, tell you you did a great job. What we fail to do with these customers is ASK for referrals, ask for testimonials, and ASK for future business.

These are all great points. The only thing I'd add is when asking for referrals, obviously based on a job well done, also ask if there was anything you or your team could have done better . This goes far with showing you respect and value their opinion and could provide insight on a pain point that may not have been addressed. This information will also help you and your team stay open and adaptable, knowing there is always room for improvement .

Everybody has a story tell and problems that need solving. Consider prospecting as an interruption into your "ideal" customers life. See your customer as your hero. Nurture with thoughtful open-ended questions allowing them to tell their story. While you listen, be more interested than you are interesting! Then only offer your solution when and if you think it will help improve the value of their lives. Following up quickly and efficiently and you will earn the right to be a part of your customers community. By cultivating seeds of value you now can consistently grow centers of influence and advocates of repeat customers who believe in your products and services leaving a quality brand legacy business that will live on into the future.