Therefore, knowing the concept and understanding how to seek the right customers helps to have better results. In addition, although the way the professional conducts the prospecting process changes depending on the business model and area of ​​activity, there are general guidelines that can help create the ideal roadmap.

With that in mind, this article will present 5 tips for you to actively prospect for customers. Continue reading and check it out!


Before understanding how to put together a customer prospecting roadmap , it’s important to know what the concept means. The process is linked to finding potential consumers who have a suitable profile for the product or service you offer and making the initial contact to close deals.

The goal is to make prospects evolve in the sales funnel to actually become customers. So prospecting is very much about building relationships with the people you come in contact with.

Instead of looking for consumers just to sell products or offer services, it is essential to present suitable solutions to them. For that, you must get to know the prospects, understand their needs and think about how to help them. In practice, closing the deal is the consequence of this process.

So prospecting goes beyond calling a list of contacts. This is a challenging step, which involves research and relationship building to direct people’s interest in the solutions that the professional or company can offer.


Once you know what customer prospecting is, it’s easier to understand the importance of this task. The process is essential for companies and self-employed professionals to remain financially sustainable and manage to develop in the market.

Those who are not dedicated to this stage of the commercial process tend to lose space in the sector in which they operate, in addition to reducing their competitive strength. Prospecting also helps build a solid, long-term relationship with customers.

By efficiently prospecting consumers, the company or professional can generate more revenue and increase its market share. Thus, a well-structured process saves resources and tends to result in more sales.

After all, the chance of success in commercial approaches is greater, making the sales cycle shorter. As an example, think of a financial market professional — such as an investment advisor — who needs a robust client portfolio to have better financial results.

To do so, he must have a good script to be clear about his differentials and be able to convince the client to transfer or open his account at the institution to which the professional is linked and choose him as an advisor. From this, it is possible to expand the portfolio to have more expressive gains.


As you learned, creating a prospecting roadmap helps save time, as it serves as a guideline for applying the best strategies. However, this process must be done according to the profile of the potential client and the products or services offered.

Check out how to put the strategy into practice:


It is possible to define some steps for prospecting and standardize them so that it is possible to qualify your potential consumers. This helps ensure they are ready to sell or close the deal at the end of the process.

One tip is to standardize the welcome according to the customer’s language and propose a solution to his pain. Thus, even before knowing the conditions of the service, the prospect can understand that you can offer the solution he is looking for.

Remember to keep the relationship light, without putting too much pressure on the consumer. After you propose the solution, if he becomes interested, he will probably try to find out more about it.


Another key point in creating a customer prospecting roadmap is to know your market very well. Therefore, study the industry, your competitors and business trends that can help you optimize contact with consumers.

It is also interesting to follow current customers to understand their changes, needs, preferences or other characteristics that may require changes in approaches. Studying the market ensures that you are up to date, as well as increasing your competitive advantages.


It’s no use trying to offer your products and services to just anyone. You need to understand who might be interested in your solutions. Therefore, before prospecting for customers, define who your leads are.

This step saves a lot of time in prospecting, as it prevents you from getting in touch with those who don’t have the right profile. To do so, you need to consider the characteristics of your product or services and what problems it solves.

A person who has a lot of money to invest and little knowledge about the financial market, for example, can benefit from the knowledge and support of an investment advisor.

In this case, the professional can present the differentials of his service and show how the prospect can build an investment portfolio with the support of the consultancy . So don’t skip this step in prospecting.


The next step is to define the processes, including each means of communication and other alignments. At this point, you need to create steps that include:

  • how often contacts will be made;
  • whether exclusive proposals will be used with certain clients;
  • if there is seasonality in the services or products offered;
  • between others.

To help with this task, think about the possibilities of your business and how the prospecting project should be structured to work.


Finally, the prospecting roadmap should include monitoring the actions taken. After all, it is common to need to make improvements so that the processes adjust to the needs and expectations of customers.

Even market changes may require adjustments and improvements in the process. Therefore, it is essential to pay attention to transformations to achieve success in attracting customers to your business.

With these 5 tips, it will be easier for you to create the ideal roadmap for efficiently prospecting customers. Remember to always consider the needs of prospects in order to have a closer and more personalized contact.