Are you using a Web SCORING System to help you to identify Qualified Leads?
I had an interesting call the other day from a prospective company that is interested in Lead Generation.
What fascinated me was the number of ‘hoops’ this company wanted their potential customers to go through — before they would entertain a conversation.
While I recognize that no one wants to waste their time with Tire Kickers — so to speak, it is equally important to get to your Prospective Client’s questions and concerns as quickly as you can.
If you are using a Scoring System — the best way to turn those accounts into Qualified Opportunities is to:
- Reach out by telephone to confirm the name and title of the person who responded ( Might take 3-5 calls)
- If it is valid — send out some interesting mail
- One week later follow-up with a phone call to further qualify and — if it is a good fit, ask for a date and time to discuss your products and services in detail (could take 12+ calls but definitely worth the time!)
It takes a bit of work and persistence — but this methodology has proven to deliver High Quality Leads with a great potential for an Equally High Closing Ratio.