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Qualified business leads
from:Author: John Turner
Article:
Finding qualified business leads is one of the most
difficult challenges facing sales staff. It is an incredibly
time consuming process and you have to kiss a lot of frogs
before you find a prince who will agreed to meet and do business
with you. It is much easier to work existing customers, trying
to increase their spend, which is what many sales staff resort
to in order to meet their targets. They often have a customer
retention plan, but no customer lead generation
plan.
Qualified business leads don't grow on trees. They have
to be identified and developed and that can be hard work,
whether you go through the phone book, internet search or use a
bought in list of data. When our consultants help a client
develop a pipeline of genuine prospects through our
appointment setting service, they cold call, asking open
questions to gain important company intelligence. Only then can
they establish if there is a fit between the prospect and our
client. If there isn't and an appointment is made it will be a
waste of time and effort for all concerned.
So, customer lead generation is far more than making
appointments, it's making appointments that will likely lead to
that first contract. We can talk all we want about customer
contact optimisation solutions, but that means nothing if
the sales person has not done their homework and then
established the need with the prospect. News reporters ask the
five W's: who, what, where, when and why. If a sales person does
not ask these same questions of a potential customer, how will
they know how their offer can help, and if can not help, then
why should the prospect see them ?
Getting that qualified business lead isn't easy, but a regular
flow of new prospects is what a business needs to survive in
today's highly competitive world. The question that needs to be
asked is, what percentage of a sales person's time is spent in
front of existing customers and what percentage in quality
prospecting? If it is 80%-20% the mix isn't right and sooner or
later the business viability will suffer. That mix has to be
right. Protect today's business but prospect for the future.
If you want to know more about qualified business leads, you
can contact Larry Miller from Aql : larry at aql-ltd dot
com.
About the author:
John Turner is specialised in Travel and Financial articles
writing
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