Understand what represents a solid sales lead
Successful salespeople are selective about where and with whom they spend their time. They are out looking for "real" buyers — customers and prospects who have both money and the ability to buy. Every minute you spend with an unqualified prospect is time not spent with a qualified one. To that end, someone has a good chance of being a solid sales lead if:
They initiate contact. Keep track of the people who come to you — at a trade show booth or on your website, for example. If someone initiates contact with your business on their own, their interest has already been piqued and they have a high chance of being a customer in the future.
They participate in promotions. When your company is offering a special promotion, such as a discount or a free gift, your prospective customers will be more likely to share their contact information with you. That will allow you to stay in contact with them and grow the relationship.
They are referred to you. No sales lead is stronger than one gained through word-of-mouth referral. A customer recommending your product to a friend is the absolute best advertising you can hope for. You could encourage this positive behavior by establishing a referral rewards program, for example. Offer free goods and services, or discounts, to customers who get their friends to buy from you.
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