The difference between old school and new school prospecting?

The difference between old school and new school prospecting?

“Old school” and “new school” prospecting refer to different approaches and techniques for finding and engaging potential customers or clients. These approaches have evolved over time due to changes in technology, communication methods, and customer behavior. Here’s a breakdown of the key differences between old school and new school prospecting:

Old School Prospecting:

  1. Cold Calls: Old school prospecting often relied heavily on cold calling potential leads. Salespeople would make unsolicited phone calls to individuals or businesses in the hope of generating interest in their products or services.
  2. In-Person Networking: Face-to-face interactions and in-person networking events were essential for building relationships and identifying potential customers. This approach required attending trade shows, conferences, and industry events.
  3. Print Advertising: Traditional marketing methods such as newspaper ads, direct mail, and print catalogs played a significant role in old school prospecting. Businesses would create physical promotional materials to reach their target audience.
  4. Referrals and Word of Mouth: Building a referral network and relying on word-of-mouth recommendations were common practices. Satisfied customers would refer others to a business.
  5. Limited Data and Technology: The availability of customer data and technology tools for prospecting were limited. Businesses had to rely on manual methods and basic customer databases.

New School Prospecting:

  1. Digital Marketing: New school prospecting leverages digital channels, including social media, email marketing, content marketing, and online advertising. Businesses use websites, social platforms, and search engines to reach potential customers.
  2. Inbound Marketing: Instead of cold calling, new school prospecting focuses on attracting potential customers through valuable content and educational resources. This approach often involves content creation, SEO optimization, and lead nurturing.
  3. Data-Driven Insights: Advanced analytics tools and customer relationship management (CRM) systems provide businesses with valuable insights into customer behavior. This data helps in identifying and targeting prospects more effectively.
  4. Email Campaigns: Email marketing automation tools allow for personalized and targeted email campaigns. Businesses can segment their email lists based on customer behavior and preferences.
  5. Social Selling: Sales professionals use social media platforms like LinkedIn to identify and engage with potential leads. Social selling involves building relationships and trust online before making a sales pitch.
  6. Content Creation: Creating informative and engaging content, such as blog posts, videos, webinars, and podcasts, is a common new school prospecting strategy. This content helps establish expertise and attract prospects.
  7. Marketing Automation: Marketing automation platforms enable businesses to automate repetitive tasks, segment leads, and send personalized messages at scale.
  8. AI and Predictive Analytics: Artificial intelligence and predictive analytics tools help businesses predict which leads are more likely to convert into customers, allowing for more efficient prospecting efforts.

In summary, old school prospecting relied on traditional methods like cold calls, print advertising, and in-person networking, whereas new school prospecting embraces digital strategies, data-driven insights, and automation to reach and engage potential customers more effectively in today’s technology-driven landscape. The shift toward new school prospecting reflects changes in consumer behavior and the evolving business environment.

Choose Wisely and You Can Win

Do your homework. And don’t take the advice of the unknown bloggers and talking heads, those self proclaimed experts who thrive on controversy. All they want is traffic to their site so they can benefit by their advertising and affiliate programs. Look for credible sources. 

Posted By Paul Shala


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