Top 7 questions to determine whether sales leads are qualified

There are seven essential questions used to determine if the contact or business is a qualified prospect:

1) Does this contact or business have a need for my company’s services or products?

2) Does this contact or prospect business perceive a need or problem that may be met by my company’s product or service?

3) Does the contact or prospect business have a real desire to fulfil this actual need or solve this problem?

4) Can this contact's desire to fulfil actual needs or solve problems be converted into a belief that my company’s product or service is needed?

5) Does this contact or prospect business have the financial budget to pay?

6) Does this contact or prospect have the company authority to buy?

7) Is this potential contact's purchase large enough to make it a profitable sale?

These are the questions that you should ask, and we ask them as well, during the prospect qualification process (which is always the most important part of the lead generation process).

Lead Generation Top Tips

The best approach to lead generation depends entirely on the decision process of the buyer.

The key strategy is to identify the most likely prospects and then educating and qualifying them before using more expensive sales resources. The education benefits the buyer; qualification benefits the seller.

Although there are many methodologies and tactics, each involves one of two primary approaches: Broad-based or Concentrated.

• Broad-based involves communicating to a broad set of prospects with the expectation of a statistical response back to the marketer. Advertising is a classic example of broad-based marketing rendezvous.

• Concentrated marketing involves identifying well-matched prospects into a subset. Market segmentation and trade shows are classic examples of concentrated-marketing strategies.

A fully iintegrated marketing strategy is very effective when it is developed as a keycomponent of the company corporate strategy, defining how the company can successfully find customers and prospects in their chosen market. Corporate strategies and goals are needed. As the customer is the source of a company's turnover, so marketing strategy is more closely linked with sales. An essential component of a company's marketing strategy is to make sure the marketing is in line with a company's mission statement.

Theory:

1) Target market
2) Sales proposition
3) Marketing mplementation