B2B Integrated Marketing

Prospect Research

More precise than market research, studying prospects allows for client potential evaluation in different market segments or different industries. Prospect research helps to identify the most promising sectors of development, be it new territories, new industries, new categories of clients, or the introduction of a new product or service. It allows you to know what types of prospects to target, what their motivation is, and the best way to reach them and convert them into clients.

A prospect research study helps to answer the following questions:

• What is the awareness level of your company in your market?
• Are you known (and how well) outside of your current client base?
• How does the market perceive your business? How does it perceive your competition? Where do you fit in?
• Which type of prospects should be prioritized? Which industries? Which territories? Which business sizes with which profiles? Are new territories worth developing?
• What aspects of their current suppliers are your prospects dissatisfied with? What are their decision criteria? What is their shopping and purchasing process?
• How to approach prospects? What channels to use to promote your business? What magazines or Websites do potential prospects consult?