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Some Thoughts On Qualifying Leads

Some Thoughts On Qualifying Leads

Some Thoughts On Qualifying Leads

  1. Is this an organization with which I’d like to do business? Do I believe in their products and services? Are they successful? Are they respected? Can I learn while working with them? Is my value appropriate? Not all business is good business.
  2. Am I being approached by a true buyer? If so, can I develop a trusting relationship? If not, can this person introduce me quickly to a true buyer? Can I find the decision maker and owner of the budget?
  3. What issues are important to the buyer that I can help resolve or improve? Can I provide demonstrable value? Can I quickly be seen as an attractive investment?
  4. Is the buyer inclined to find the investment money short-term? Am I able to make a case for the investment and timing? Can I demonstrate sufficient need and value to merit an immediate decision?
  5. How will I dedicate the proper time and attention to this client? What kind of proposal makes sense in terms of value to the client and low labor intensity for me? What kind of proposal and options would be in our mutual self-interest?

We spend too much time spinning our wheels on low levels of inquiry, or being afraid to “lose” business. Be as selective in qualifying business as you are in choosing a home, a car, or a vacation. They all have major influence on your life.

© Alan Weiss 2012. All rights reserved.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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