How Do You Qualify A Sales Prospect?
By Barrett Niehus http://www.freetrainer.com
Arguably, most difficult part of sales process is locating and qualifying a sales lead. This difficulty is compounded by gatekeepers, personal assistants, and all of those individuals that stand between you and potential decision maker. However, through a few creative techniques, and by involving prospect early in sales process, leads can be qualified, prepared, and closed with little difficulty.
In order to qualify a prospect, you must have communication. In many instances, your ability to establish communication is hindered by inability to directly contact your prospect. Communication and information gathering is a key step in sales process, and is a necessity to effectively selling your product. Thus question, how do you effectively communicate with a prospect that you cannot get hold of? The answer is simple, make them come to you.
There are many marketing techniques that encourage your prospects to make initial contact. Direct mail is extremely useful, and can be used as highly effective information gathering tool. A valuable method to leverage direct mail as a qualifying tool is to create a feedback questionnaire. This can either be presented as a general questionnaire, or as a marketing survey. In order to get your prospect to respond, offer an incentive for their completion and return of survey.