To find out if your leads qualify, find out these five things about each prospect:
Do they want general information or specific application answers? Are they requesting technical information or a price list? Has the prospect decided to buy? Do they want to see a salesperson? Do they want to buy from you?
Information requests create an outstanding opportunity to educate the prospect on identifying and solving problems. What industry are they in, and how big a player are they in their own market? What complementary or competitive products are installed now? What alternatives are they investigating?
Does the inquirer have the cash to make the purchase? Company size and market position offer clues about the prospect’s resources. Make sure your prospect is creditworthy.
When does the prospect plan to make a purchase decision? What is the next step in their buying process? Do they need to share information within their own organization (“selling up”)? Solicit quotations? Interview vendors? Issue a P.O.?
The inquirer’s personal clout indicates a lot about the quality of a lead. What is their title, job function, and responsibility level? Who else is in the approval loop? Ask, “Who other than yourself is involved in the purchasing decision?”