Now that you have your sales leads, you must make sure to qualify those leads.
The first thing to do is decide which leads are worth your effort and which are likely to result in a dead-end.
After you have gathered a database of prospective clients, the next step is to shake up the list and get to the people who are relevant to your business.
Not everyone who shows a glimpse of interest in your product or service will be a long time customer.
Learning how to properly qualify sales leads is very important, since time is a precious commodity, and our target is to get a lot of sales in as little time as possible.
This is especially the case in business-to-business sales since the sales cycle can be very long.
Invest your time in the leads that will bring you the most money. As you have seen, generating sales leads is an extensive and time-consuming exercise, so choose carefully.
By controlling the sales conversation and asking the right questions, you can quickly find out if you’re on the right track with a potential lead. Contacting each of the leads and asking questions is a great way to assess who suits your business interests.
Engage them in a conversation and make sure you are the one in control. Here are some tips you can use to qualify B2B sales leads.
There are also some questions you can ask through the conversation.
The first thing every salesperson, especially new ones, must understand is that not every opportunity is worth jumping at, and not everyone who asks for/about your offering is going to be your next big customer.
Verify that you are talking to the right decision-maker. Make sure the person you are speaking with can make the decision and has the budget.
It’s ok to get the lead from someone other than the decision-maker, and then do some preparation before talking to the right prospect, but you must know who the right person to talk to is.
Understand what your customer needs. Know what his problems are, and how, or if, you can solve them.
This must be FOR THEM. Not you.
Wait on your sales pitch. Sit back and ask some probing questions to ensure you both have a good fit.
Projection your pitch too early is like turning the meeting over to the possibility, who then starts asking you the questions, putting you on the guard.
They will buy from you if you can make an emotional connection, which you can start doing from the first meeting.
Many customers and prospects want to talk, as long as you ask them the questions.
When beginning to mention features and benefits, the prospect just tunes out.