What is passive and active prospecting? Complete guide
Posted: Tue Dec 03, 2024 5:44 am
The success of any business depends on the application of customer attraction strategies, which must be varied and well-targeted to the profile of potential buyers. Therefore, it is important to invest in passive and active prospecting techniques.
In this sense, you may ask: what is this, after all? In short, prospecting is the search for potential customers.
The passive technique focuses on indirectly attracting these consumers by sharing relevant content. The active technique occurs when the sales team goes after customers, either by calling or scheduling a visit.
[MANUAL]
How to set up a home studio to record video classes?
In this e-book we teach you step by step how to record your classes at home, but with the quality of a professional studio .
I WANT THE MANUAL
So, do you want to learn how to use both modalities? Then keep reading, because in this article, you will discover:
what is passive and active prospecting;
the main channels of each one;
the differences between them;
Tips on how to actively and passively prospect for customers.
Check it out!
What is passive prospecting?
Passive prospecting is a strategy that aims to attract leads — contacts with the potential to become customers — indirectly. In other words, instead of actively approaching them, you create content and tactics to grab their attention and make them take the first step to get to know your business.
In general, the method goes hand in hand with content marketing and other sales strategies.
The main forms of passive prospecting take place through channels and tools, such as:
business website;
social media;
landing pages;
e-mail marketing.
Ultimately, passive prospecting uses any channel that does not require communication email list a direct approach to the customer. However, it is essential to remember that once the lead gets in touch, you must respond to them so that they enter the purchasing journey.
What is active prospecting?
Active prospecting occurs when the business takes the lead in the approach. This means that you seek out the customer without any prior interaction. To better understand, think of this process as “going on the hunt,” or taking the first step towards converting the lead.
In fact, this is considered a very traditional method of attracting customers, as it has existed since before the internet and it doesn't seem like it will die any time soon.
That said, the most common forms of active prospecting are:
cold mail (sending emails without prior contact);
cold calling (unexpected calls);
visits.
In any case, in this prospecting model, you — or your sales team — have more control over the processes. After all, whoever initiates the contact can also determine the tone of the interaction.
What is the difference between active and passive prospecting?
The main difference between active and passive customer prospecting is the approach. In passive mode, the company uses tricks to attract the public's attention and make consumers look for it on their own. In active prospecting, the organization takes the first step.
In this sense, you may ask: what is this, after all? In short, prospecting is the search for potential customers.
The passive technique focuses on indirectly attracting these consumers by sharing relevant content. The active technique occurs when the sales team goes after customers, either by calling or scheduling a visit.
[MANUAL]
How to set up a home studio to record video classes?
In this e-book we teach you step by step how to record your classes at home, but with the quality of a professional studio .
I WANT THE MANUAL
So, do you want to learn how to use both modalities? Then keep reading, because in this article, you will discover:
what is passive and active prospecting;
the main channels of each one;
the differences between them;
Tips on how to actively and passively prospect for customers.
Check it out!
What is passive prospecting?
Passive prospecting is a strategy that aims to attract leads — contacts with the potential to become customers — indirectly. In other words, instead of actively approaching them, you create content and tactics to grab their attention and make them take the first step to get to know your business.
In general, the method goes hand in hand with content marketing and other sales strategies.
The main forms of passive prospecting take place through channels and tools, such as:
business website;
social media;
landing pages;
e-mail marketing.
Ultimately, passive prospecting uses any channel that does not require communication email list a direct approach to the customer. However, it is essential to remember that once the lead gets in touch, you must respond to them so that they enter the purchasing journey.
What is active prospecting?
Active prospecting occurs when the business takes the lead in the approach. This means that you seek out the customer without any prior interaction. To better understand, think of this process as “going on the hunt,” or taking the first step towards converting the lead.
In fact, this is considered a very traditional method of attracting customers, as it has existed since before the internet and it doesn't seem like it will die any time soon.
That said, the most common forms of active prospecting are:
cold mail (sending emails without prior contact);
cold calling (unexpected calls);
visits.
In any case, in this prospecting model, you — or your sales team — have more control over the processes. After all, whoever initiates the contact can also determine the tone of the interaction.
What is the difference between active and passive prospecting?
The main difference between active and passive customer prospecting is the approach. In passive mode, the company uses tricks to attract the public's attention and make consumers look for it on their own. In active prospecting, the organization takes the first step.