Spending time on the right leads will increase your chances of success because you’re investing time and energy on the right people.
The process of qualifying or disqualifying leads is an exercise that can be incredibly beneficial to you, if you do it the right way. It is important to eliminate prospects that are not serious or not able buy from you because it ultimately helps you optimize the amount of time you are spending on those who actually can or want to buy your products. Spending time on the right leads will increase your chances of success because you’re investing time and energy on the right people.
In order to start the process of qualifying or disqualifying a lead, it is important to ask these five fundamental questions:
1. How Well Does the Prospect Meet Your Ideal Customer Profile?
This question does not have to be an exhaustive process or a long list of qualities. The purpose of it is to gather enough information about them to know if there is a high probability that your solution will meet their wants and needs. Once you are further along in the sales process and you’ve gathered all of the necessary details, you will be in the right position to determine and articulate how your product will benefit them, help them grow, generate more revenue, or streamline their operations. Gather information that can help you either qualify or disqualify them for your product.