Qualified Lead: One Chance to Get it Right

2007-03-08 10:33:40

( Business )



LEADING YOUR CONTACTS

In sales and marketing a lead refers to an entity – a private person or a company that may have a possible need for the products or services that your company is offering. Usually leads are a generic list of contact information that sales agents can touch base with in the hopes of making them interested in your business and hopefully make a sale.

The first step in a sales process is to convert your generic contact lists into qualified leads. A qualified lead is a list of narrowed down contacts that you have been able to communicate with. Based on the correspondence that you have had with the lead, you can then qualify them as potential clients or dead ends. Usually, a qualified lead list is shorter because you have already discarded the dead ends or those with wrong contact information.

THE ART OF SELLING

From your qualified lead list, you can then make some follow ups, sales presentations, or provide additional information, depending on the need of your qualified lead. Some of your qualified leads may have an upcoming need that you should prepare for. In such cases, these qualified leads can be considered warm leads because they are the ones who have the highest possibility of making a purchase.

The art of selling is a delicate balancing act between being able to keep in touch with your qualified leads, without appearing too eager to make the sell. Most potential clients can sense if you are just interested in selling and are turned off by it.

Once you have a qualified lead, you must exert best efforts to keep them in your roster. You only have one shot at qualifying them, and if you do it wrong, they are gone forever, and you may have lost a valuable customer in the process. Just keep in mind that in sales, first impressions indeed last.


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