Top business lead generation companies like The Global Associates are always wary of the sales leads that keep lingering on indefinitely without producing any results. Qualifying leads is an expensive affair for business lead generation companies, prompt decision should be made whether to continue with these leads or whether to move on. Setting up certain criteria will help you gauge the status of a lead clearly. Knowing certain things about your relationship with the prospect is necessary in order to ascertain their level of motivation and your chances to bag the deal.
Following is a brief discussion on some vital things you must know to prevent the leads from going into the sales purgatory.
- Competition faced
Business lead generation companies should always expect stiff competition while trying for a fat deal in this age of ever-intensifying global competition. It’s prudent to go ahead and ask the prospect if they are being approached by any competitors. A negative answer would imply either a low-hanging fruit or lack of seriousness on the part of the customer.
- Your own level of competence
Always try to know the expectations of the prospect regarding quality and background of vendors. This will give you a fair idea about the level of your own competence. Move on if you think you cannot meet their expectations with your current capabilities. You can also try making some adjustments to raise your level and present your case.
- Know their timeline
It’s essential to ask their timeline right away, guesswork never works. Get a definite idea of their intentions by asking when they are expected to take decisions about implementing the solution. This will help you finalize your own timetable about when to approach them with the proposal.
Business lead generation companies are always concerned over too many sales leads in the sales purgatory. These leads create confusion, avoid this unpleasant situation by knowing certain things about the prospect and yourself.