Are you qualifying your leads?

ShannonCherry — Tue, 29 Apr 2008 11:16:21 +0000

You’ve just done your first direct marketing campaign. And you got a response! It’s time to celebrate! Right?

Wrong. You still need to qualify the leads.

Sometimes we get so caught up in the campaign, we forget to realize that just because someone responds to your marketing doesn’t mean that they will immediately buy from you.

It’s important to take one more step to find out which prospects are truly ready to pull the trigger – and find out more about them in the process.

In addition to learning your leads’ basic demographics (industry, revenue, number of employees), find out if they’re predisposed to buy from you. Here’s how:

What you can do for them? Find out how much your prospects need your help by asking about problems they need to address and how they are trying to solve them.

Can they seal the deal? The ideal lead has an approved budget and is authorized to make a purchase. ALso find out when they hope to make a decision.