subject: What Makes A Qualified Business Lead [print this page] If we talk of sales everybody wants to have qualified leads but what qualified means from one person to another is quite different. In today's environment it has become more challenging to generate more leads for the business.
Most marketers would complain that they don't get enough qualified business lead from their own staff. They may give you a high volume of leads but there's not enough number of qualified fresh leads. Qualified leads is more than just a name, phone number and email, they are the people who will drive your business to reach the goals and business revenue you've always wanted.
What does a qualified business lead look like?
Ability to spend- Everyone understands that the idea behind a qualified lead is the ability to purchase on an existing budget. Many services and businesses however are not budgeted in a traditional sense. If you are a selling company, you need to offer and sell your products to companies who has the ability to spend on a particular services and products you offer. If a company doesn't have a requirement they may still purchase provided you present value and they have the budget. These companies may have the ability to spend if they can see the benefits out of purchasing from your company.
Authority- The person you're talking to should be the person who can make decisions to choose you or work with you. Also, the person must be authorized with the funds that will be able to pay for the products and services you offer. Before talking to the person make sure that he/ she is the right decision maker. You might be selling with a company that has the ability to spend, they can buy your services if they wanted to, but are you talking to the right person? The person you might be talking to is not the decision maker in the first place, you're only wasting your time because he doesn't have the authority to make the conversation move forward.
Need- The company must have the genuine need to work with you, yes, you may be working with the company who has the ability to pay and you talked to the right decision maker but do they really need your products? All your efforts would all come down to waste if they wouldn't close a sale because they don't perceive any need for it. The need must come from the initiative of the company, you may think that the organization needs your services but unless they don't see the need to purchase what you offer, you're out of luck.
Timeframe- Leads are considered long term if there is no set time frame to do business with you. On the other hand, it is a short term lead if it has a set time frame to buy. Investing for long term leads is one of the best things you can do for your company. To attract these leads and become ready to buy means growth for your business. If you can work with this process with rigor, it would make the biggest difference for your company's development.
If you have plans of generating more revenue for your business, consider hiring a company who can deliver highly qualified leads. Shop around and speak with targeted business list providers to help you achieve business goals.
