Why is lead qualification so important?
Posted: Wed Dec 11, 2024 6:29 am
To put it simply, lead qualification is based on quality , not quantity, with the understanding that in any self-respecting business, time and resources are scarce commodities: Time is money, and no one wants to spend time or money on a prospect who won't buy, can't buy, or isn't looking for what you have to offer. Whether it's a job, a product, a service, a date, or a business opportunity, there are always a set of criteria to apply in order to ignore people or personas that we don't want, don't like, or don't need.
Questions to ask once we have qualified the prospect
Once we have gathered the information necessary to get to know the prospect better , it is time to filter to prioritize the most interesting prospects and discard those that do not fit our business. Here are some guidelines or questions malaysia telegram mobile phone number list you can establish to create a refined and useful list:
Does the lead find the status quo acceptable?
Does the prospect accept the status quo of both you and our company?
Do you have an exciting deadline, opportunity or event?
What is the priority of the project?
What are the risks and benefits involved in purchasing our product or service?
What would be success for the prospect? How could our company measure it?
Important note to keep in mind: Change isn't easy, and if there isn't a real problem the prospect is trying to solve, then there's no reason he needs a change. Timing is everything. A major event for the prospect such as a change in the organization, market, or budget decrease can mean the prospect wants to solve underlying problems, creating a prime sales opportunity. How do you know these events are happening? Through qualification.
Selling insight vs. selling solutions
Not all prospects are in the same situation, so not every sales pitch has to be the same. If your prospect knows what he wants, then you can sell him the solution . However, the future client may not have identified his problem yet. Therefore, the mission of the sales department is to do a “consulting” job that guides and enlightens him about the problem he may have but also about his opportunities by offering differential insights (knowledge, points of view) and creating a relationship of trust. Below is an outline of the differences between the two approaches to sales:
Startupblogs 7 Inline4 EN
The importance of aligning the Unique Business Value ( UBV ) with the customer's needs
What is Unique Business Value ? And Unique Business Value is basically what makes your product or service special, that something that differentiates you from the competition and makes you the right choice for your customers. When we are in the qualification phase, it is vitally important that we are able to communicate this to our prospect. To convey it accurately, we can ask our prospects these questions:
Questions to ask once we have qualified the prospect
Once we have gathered the information necessary to get to know the prospect better , it is time to filter to prioritize the most interesting prospects and discard those that do not fit our business. Here are some guidelines or questions malaysia telegram mobile phone number list you can establish to create a refined and useful list:
Does the lead find the status quo acceptable?
Does the prospect accept the status quo of both you and our company?
Do you have an exciting deadline, opportunity or event?
What is the priority of the project?
What are the risks and benefits involved in purchasing our product or service?
What would be success for the prospect? How could our company measure it?
Important note to keep in mind: Change isn't easy, and if there isn't a real problem the prospect is trying to solve, then there's no reason he needs a change. Timing is everything. A major event for the prospect such as a change in the organization, market, or budget decrease can mean the prospect wants to solve underlying problems, creating a prime sales opportunity. How do you know these events are happening? Through qualification.
Selling insight vs. selling solutions
Not all prospects are in the same situation, so not every sales pitch has to be the same. If your prospect knows what he wants, then you can sell him the solution . However, the future client may not have identified his problem yet. Therefore, the mission of the sales department is to do a “consulting” job that guides and enlightens him about the problem he may have but also about his opportunities by offering differential insights (knowledge, points of view) and creating a relationship of trust. Below is an outline of the differences between the two approaches to sales:
Startupblogs 7 Inline4 EN
The importance of aligning the Unique Business Value ( UBV ) with the customer's needs
What is Unique Business Value ? And Unique Business Value is basically what makes your product or service special, that something that differentiates you from the competition and makes you the right choice for your customers. When we are in the qualification phase, it is vitally important that we are able to communicate this to our prospect. To convey it accurately, we can ask our prospects these questions: