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Qualifying leads


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How to qualify leads to save effort and time

Published in: Business, Education
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Qualifying leads

  1. 1. By Ahmed Roshdy President
  2. 2. Qualifying leads <ul><li>Why we need it? </li></ul><ul><li>How to do it? </li></ul><ul><li>Assessing progress </li></ul>
  3. 3. Why we need to qualify leads? <ul><li>Save cost, time and effort consumed by unsuccessful leads </li></ul><ul><li>Ranking leads according to priority </li></ul><ul><li>Effective sales resources assignment </li></ul><ul><li>Maximizing profits </li></ul>
  4. 4. How to do it?
  5. 5. 1- Assess need <ul><li>You cannot create need, only you can help customer identify it then you can satisfy it </li></ul><ul><li>Ask the customer: </li></ul><ul><ul><li>Have you used, purchased or studied the need for a similar service or product? </li></ul></ul><ul><ul><li>Have you evaluated our or any other product or service? </li></ul></ul><ul><ul><li>Have you evaluated related products or services? </li></ul></ul>
  6. 6. 2- Assess readiness <ul><li>Need is not enough, in many cases; customers want what they cannot afford </li></ul><ul><ul><li>Does the customer has the suitable infrastructure? </li></ul></ul><ul><ul><li>Does the customer has qualified people to run the product or service? </li></ul></ul><ul><ul><li>Does the customer have experience with other products or services having the same level of sophistication and needed background? </li></ul></ul>
  7. 7. 3- Assess budget <ul><li>Does the customer has already allocated budget for the purchase? </li></ul><ul><li>What is the revenue of the customer? </li></ul><ul><li>Is customer revenue cyclical? How? </li></ul><ul><li>Who controls the budget? </li></ul><ul><li>Is the customer aware of indirect costs needed for best utilization of the product or service? Do he has budget for them? </li></ul><ul><li>Have the customer assess ROI? </li></ul>
  8. 8. 4- Know your customer
  9. 9. Influencers <ul><li>They play role in qualifying or disqualifying suppliers </li></ul><ul><li>The help in selection of supplier </li></ul><ul><li>Examples: </li></ul><ul><ul><li>Consultants </li></ul></ul><ul><ul><li>Friends or family particularly in family business </li></ul></ul><ul><ul><li>Preferred supplier for related products or services </li></ul></ul>
  10. 10. Gatekeepers <ul><li>They cannot support purchase but can slow down process block you from decision makers </li></ul><ul><li>Examples: </li></ul><ul><ul><li>Secretaries </li></ul></ul><ul><ul><li>Trusted senior employees </li></ul></ul>
  11. 12. Secondary customers <ul><li>Secondary customers: customer staff members who will use the product or service </li></ul><ul><li>Examples: </li></ul><ul><ul><li>Software users </li></ul></ul><ul><ul><li>Teachers </li></ul></ul><ul><ul><li>Accountants and HR staff </li></ul></ul>
  12. 13. Decision makers <ul><li>They formulate the final decision, you should identify the following about each: </li></ul><ul><ul><li>Personality trait: leader (focus) entrepreneur (good), conservative (neutralize)….etc </li></ul></ul><ul><ul><li>Exact role during decision </li></ul></ul><ul><ul><li>Style of management: coercive, collaborative …etc </li></ul></ul><ul><li>Examples: </li></ul><ul><ul><li>Owners </li></ul></ul><ul><ul><li>Managers </li></ul></ul>
  13. 14. 5- Assess timeframes <ul><li>How soon the customer need service or product? </li></ul><ul><li>Does this time applicable according to step 2 and step 3? </li></ul><ul><li>Is this product or service a replacement? </li></ul><ul><li>How flexible are these dates? </li></ul><ul><li>Is their any national, local or customer-related events that could push change this date? (Holidays, Conferences …etc) </li></ul><ul><li>Does the defined date within our timeframe of best practice implementation? </li></ul>
  14. 15. Assessing progress <ul><li>Lead qualification efficiency in a period= sales in period/total qualified leads over the same period </li></ul><ul><li>Does your practice improve? </li></ul><ul><ul><li>If yes, then keep the good work </li></ul></ul><ul><ul><li>If not: </li></ul></ul><ul><ul><ul><li>You may need to be more aggressive in assessment </li></ul></ul></ul><ul><ul><ul><li>Spend more time on assessing the customer </li></ul></ul></ul><ul><ul><ul><li>Monitor your best practice college </li></ul></ul></ul><ul><ul><ul><li>Ask senior staff or your manager for help </li></ul></ul></ul><ul><ul><ul><li>Improve your practice but NEVER stop promoting lads that seemed to be qualified from your assessment </li></ul></ul></ul><ul><ul><ul><li>Remember experience in practice need time and continuos application, reading about is not enough. </li></ul></ul></ul>
  15. 16. Thanks