In this issue: Time to Retire Qualified Leads
Rich Enterprises, Inc provides marketing services to companies seeking new business growth. Our services help companies increase their sales pipeline with new prospects and long term customers.
Our services can include appointment setting, lead generation, and business development through cold calling telemarketing.
Time to Retire Qualified Leads
Determining whether a lead is qualified can be a lengthy process. Is a qualified lead ever dead? Once you have gone through the entire sales process, you may want to recycle all previously qualified leads since they are pre qualified and could be future business prospects.
You can determine a lead is solid but will not be available to purchase for 6 months. Take the time to document detailed notes with pertinent information regarding future business with this prospect. If the contact would not be able to make purchases for X months or September of next year, document that information as well as budget cycles for future follow-up.
Before you make the next connection with your prospective client, determine what caused them to defer buying. Understanding the delay today may help you convert the lead to a sale in the future.
Here are a few suggestions on things to consider:
1. Determine the reason. Probe for more information as to the 3 Ws. Who is preventing them from buying now, what is the true reason they are unable to buy and when will they be available to do so. Is this in 6 weeks, 6 months or during the next budget cycle?
Research the company you are targeting.
Review press releases, reports, or articles on the company you are interested in doing business with. Visit their website to see if they have recent events that might affect you and your business.
For example, if their site indicates that they just hired a new marketing director and the marketing director could be a contact for you, this may indicate they are open to trying new services or products, what solutions can you offer this company to make their business better? Determine their needs and show them you are essential to their success.
2. Take the market by storm. Determine what you can do to ensure the growth of a prospective customers business. Offer services and products that are not being offered or are being offered by the competition but your business has the exclusive on one particular aspect.
Offer specialty services in addition to your offerings. It could be a free webinar or a specialty service plan not offered by any other company.
3. Sell yourself. Market your sales skills. All top salesman need to share their success. Do not hesitate to brag a little. Share how your businesses products and services have helped other companies in their same market.
Don't be afraid to toot your horn. Sometimes revealing past results can give future clients needed information to make an informed decision sooner than later.
Often, we spend too much time chasing prospective clients that simply don't qualify as possible sales. This should be detected during the initial qualifying process. Having a prospective client say no might be disappointing but will allow you to move on to more qualified prospects.
Do you need a marketing program with qualified leads? Contact us to start a sales campaign that will allow our team to set qualified appointments for your sales reps (888) 443-5247.