Lead qualification helps you turn your sales leads into prospects for actual sales. By setting out criteria for lead qualification, you can better prioritize your leads. You’ll know where to spend time — and, if you track what you’re doing, you’ll be able to tell where things go right or wrong.
Qualifying leads involves getting information that helps you figure out if the lead is a good prospect for a future sale. Sales people usually try qualifying leads by getting answers to a series of questions.
Lead qualification — questions to help you arrive at prospect status
- Is there a budget for this project?
- Can the company afford not to take on this project?
- What would happen if the company didn’t take on your project?
- What are the dates and milestones for key decisions?
- What is this customer’s market position?
- What’s this prospect’s financial situation?
- Does the prospect understand the value of your solution?
- Does this prospect seem similar to others who have bought from you?
- Who has the power to make a purchase decision?
- Who has the power to approve the budget for this purchase?
- Who will influence decision makers for this project?
- How does this company make purchase decisions?
- What needs to happen before this project is approved by the top decision maker?
How do you get answers to these questions? I cover that in my next post.
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