Three Steps to Qualify Your Sales Leads
November 17th, 2006You can’t buy more time no matter how wealthy you become. However, you can become wealthy by managing your time more wisely. Properly qualifying your sales leads is one of the easiest ways to gain control of your valuable time and start generating more wealth for you and your firm. There are three basic steps to properly qualifying leads.
The FIRST step is to determine if your prospect actually wants the product. You must determine within the first few minutes of contact if the prospect is simply shopping your price or if they really want the benefits that you offer such as a disaster resistant home that also resists fire, mold, insects, and high utility bills. Move on to the next prospect if they are seriously considering traditional building technologies and “first cost” is more important than the monthly cost of ownership and the benefits listed above. Keep your fishing pole in the water (stay in contact with the prospect), but don’t spend your valuable time trying to convince a price shopper. Do not offer your time to those that do not want your product or you will quickly lose both your time and your wealth building potential.
The SECOND step is to determine whether your prospect has the means to pay for the products and services required for a successful project. Within the first few minutes of contact with your prospect, it is critical that you know how and when you will get paid. Ideas and dreams are a dime a dozen and don’t put food on the table or money in the bank. Keep you fishing pole in the water (stay in contact with the prospect), but don’t spend your valuable time with these prospects. Do not offer your time to those that can’t pay for your products and services or you will quickly lose both your time and your wealth building potential.
The THIRD step is to determine if your prospect is ready NOW (or within a reasonable time frame). Within the first few minutes of contact with your prospect, it is critical that you prioritize the prospect and the project. Prospects that want your product, can pay for your product, and are ready to purchase your product now, deserve your time and attention. Prioritize these prospects by profit potential. Some projects generate huge revenue, but little profit, while smaller projects can generate huge profits. Keep this in mind as you qualify your sales leads and prioritize your time. Keep your fishing pole in the water, but don’t spend your valuable time with prospects that are not ready to buy now (or within a reasonable time frame). Do not offer your time to those that are not ready now or you will quickly lose both your time and your wealth building potential.
|
Eric Williams is the founder of the Get Ready to Win Network. Contact Eric at 928-255-5379 or at ericw01@yahoo.com For additional information, click on this link: http://ericwilliams.48dayscoach.com
|
Leave a Reply
You must be logged in to post a comment.