How To Save Time By Getting Only Qualified Leads

There are two kinds of people in the world; those that believe the more leads you get the more clients you will get, and others who understand that the quality of the leads is just as important as the quantity.

The risk of not qualifying prospects before you speak with them is that you’ll spend valuable time and resources following up on leads who are unlikely to be interested in your services. These resources could be better used by engaging qualified prospects, who are already interested in working with you.

Fortunately, you can ask these three questions to easily qualify prospects before speaking with them, and make sure you spend your time and resources wisely and efficiently.

1. Do they fit your client profile?

Is the prospect the kind of client that you would normally seek out? If your usual clients are financial institutions with 1000+ employees, a small family run restaurant would likely not be a quality prospect for you. You should consider factors such as the type of industry, turnover, and size of the business of your prospective clients. For individual clients, consider factors such as occupation and income.

2. Do your services match their needs?

What are your prospects needs? Can you offer something that would fulfil those needs? Finding out where there is an overlap between their needs and your services can help you tailor your communication to suit those particular needs.

3. What kind of competition is there?

It is important to understand that, even if you have the perfect service to fulfil the prospects needs, they may not choose you. They may have an existing provider of the service you are providing. They may use inhouse services. There may be other providers pitching their own services to the client. If you understand the competitive environment around a client, you’ll be able to make smarter decisions of whether to proceed, as well as how to proceed.

On my website we have further discussion of how to qualify your leads. Learn more about getting qualified leads here.

A Bit Of Humour For You

A salesman knocked on the door of a house in a new housing development and a lady answered the door. He began:

"Ma'am, I'm selling the newest innovation in vacuums, this is the greatest little machine I have seen in a long time."

And with that, he proceeded to dump on her new carpet a mixture of ketchup, salsa, mud, grape juice, etc. as she watched, horrified.

He said, "If this vacuum doesn't clean up that mess, I will eat it!"

She said, "Would you like a fork?! We haven't got the power turned on yet!"

 

Until Next Time...

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