The prospect has a vendor already talked to a company and received an offer, but remains in prospect database as he hasn't made his mind yet. The goal with these type of prospects is to be at top of their "Vendors to Consider" list when their existing vendor is unable to satisfy their future needs. The prospect already has already a company and is shopping around. He has already received a quote, but remains in prospect database. The goal with these prospects is to convince them that you have right solution at right price. It requires some sales skills. You need to follow up constantly with prospect and find out which his most important factor when considering choice of a vendor.

The prospect has no immediate or foreseeable need for your products or services. In fact he clearly states that he doesn't know if he needs service. He doesn't see benefits of your products or services, nor does he have budget. You should quickly remove him from your prospect database. Putting efforts into that lead and trying to convince him would be a waste of your time and money. Although this is least desirable response, knowing that is better than being clueless. Avoid futile marketing efforts directed toward prospects that will never result into a sale. Lead Generation Requires Resources and Expertise

Building relationships and maintaining top-of-mind-awareness with qualified prospects through your lead generation efforts is crucial to your success in a highly competitive market. It requires building and maintaining business relationships with your potential customers. It is very important to be aware that you will have to find ways to constantly stay in touch with your prospects in order for them to be reminded of your presence and benefits you have to offer them.

Andre Plessis

Author & Marketing Consultant Savings4Merchants http://savings4Merchants.com Big Marketing Ideas Without The Big Spending! Copyright 2005©

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