Identifying potential customers increases a business’s sales possibilities. That’s why in this article we’ll tell you everything you need to know to understand who they are, what their profiles are, and how to attract them to improve your company’s results.

In marketing , it is essential to know each stage in which the client is in order to guide him towards closing the purchase. As we well know, the public of a business can be quite broad and goes through various phases from the first contact to the effective purchase.

However, the stages closer to the completion of

the business require more efficient and shorte colombia phone number list r work so as not to waste the public that has already become a potential client.

In this article, you will better understand who potential customers are, why they are important, what types there are, and how to capture them.

Let’s get started!

What are leads?

Potential customers, also known by the marketing sector as leads and by the sales department as prospects , are those people who can become effective customers of a product, service or brand.

That is, they can go on to consume the items sold by a use generic subject lines  business, since they have needs and/or desires that can be satisfied with what you sell, however, they have not yet made any purchases.

That said, we must know that not all potential clients are at the same level. There are various factors that will determine their potential to become real clients. Among them we can mention their interest, their need, their economic capacity, etc.

Regardless of the level they are at, they are potential job data  customers who meet various requirements to be one, but who have not yet made a purchase for some reason.

Why are they important?

Leads are more likely to convert than audiences or even target customers. Therefore, working with them appropriately helps increase conversions.

However, understanding them also contributes to improving the business in a general way, since potential clients can show us what is missing in the business or if the fault is in our own company, preventing the purchase.

By understanding their objections, it is possible to work on and optimize the purchasing experience , helping us to improve the numbers in general and attracting more and more potential customers.

What are the profiles of potential customers?

Identifying leads is the first step to promoting their conversion. That’s why we’ve outlined each type of potential client below to help you classify them.

According to your purchase frequency

This type of potential client can be divided between

• Frequent purchase potential customers : these are those who consume regularly, so they are generally aware of the company’s news, follow it on social networks or subscribe to its newsletter.
• Frequent purchase potential customers : These are those who buy on special occasions, know the brand and may follow it on social media.
• Occasional purchase potential customers : These are those who are not familiar with the products and services offered, they may have received a recommendation and are generally waiting for an opportunity or benefit to make the first purchase.

According to your purchase volume

What defines this type of business client is the amount of products or services they consume. We can divide them into:

• High-volume purchasing potential customers : These are those who consume large quantities and represent a good source of income for the business. They can be large suppliers that have a strong presence in different regions.
• Average purchase volume potential customers : These are those who, despite not consuming large quantities, represent significant income. They can be small businesses that resell the products.
• Low-volume potential customers : These are consumers who, despite not making large purchases, tend to be consistent in their purchases. In this case, it would be the final consumer.

According to their degree of influence

Nowadays, the presence of influencers is very common in the market. These prospects can not only help strengthen the image of a brand among its followers, but also contribute to the promotion of its products and/or services.

These include public figures, bloggers and YouTubers. However, a good customer who is delighted by your brand can also be a good influencer on a smaller scale.

How to identify potential customers?

Identifying potential customers will depend on your company’s audience, whether it is B2B or B2C.

Identifying B2B potential customers

To identify potential B2B customers you will need to understand the following:

• Decision-making autonomy. If the potential consumer has purchasing power or influence over them, this can tell you that they are a B2B potential customer.
• Financial capacity . This is essential to understand if you are dealing with a potential client, since if they do not have the financial capacity to make a purchase, they will not do so.
• Contact history . If during the contact points they have shown some interest in getting to know your brand, products or services better, you are probably looking at a potential B2B client.

Identifying B2C potential customers

On the other hand, B2C customers can be identified by understanding the following:

• The stage of the customer journey they are in . You need to analyze whether they are just in the discovery stage or if they are already aware of the need to acquire a solution.
• The customer profile and discover if they identify with your company’s values ​​or if they have the essential characteristics of your buyer persona .
• The contacts they have had with your company . This way, you can find out if they have already shown any interest in what you sell or if they have had any significant interaction with your brand, which will indicate that they are a potential B2C customer.

Analyzing your audience will help you discover who your potential customers are and in this way you will be able to develop your strategy to direct them towards the moment of purchase.

How to attract potential customers?

With Digital Marketing it has become easier to capture leads and obtain the tools that allow you to direct them towards conversion.

Below, we will show you some strategies based on Digital Marketing to attract potential clients.

Create a good website

A good website not only helps you build your brand’s digital presence, but it is also a channel for potential customers to find you.

To do this, you must create a strategic website with the necessary information so that potential clients 

Increase your database