Do your leads qualify?

To find out if your leads qualify, find out these five things about each prospect:

 

Desire

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?

 

Need

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?

 

Resources

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.

 

Timing

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.?

 

Decision Authority

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?”

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About the XtraMark Name

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Every company needs a unique name. And XtraMark is no different. The name XtraMark means we do marketing and “xtra stuff” to help keep your organization successful.

And yes. We misspelled “Xtra” on purpose. Here’s why:

We actually started out with a different name. And it turns out there was a conflict with another company. And we learned the hard way – It pays to do due diligence to capture a unique and compelling name.

The XtraMark tagline is designed to get people asking “what is xtra stuff?”  This generates interest and begins a conversation. Just like a good brand should.

When XtraMark creates your brand, we guarantee you’ll have a unique name, an eye-catching logo,  and a company brand both you and your customers will get excited about.