Do your sales people spend time with prospects that aren't going to buy no matter what they say to them? Do they search high and low for qualified leads with little or no results? Why is it so hard to generate qualified leads? Solid qualified leads are so hard to find because most businesses, marketers, and sales people don't know what one looks like if they showed up on their doorstep begging to buy something.
Seriously, does your company have a written definition of who is the ideal buyer? Let's not forget there are a number of people who just request information, call sales people, or contact your company out of sport.
They don't have the money to do business with you, they aren't ready, or worse they are just information gathers who can't buy.
When a sales person picks up the phone or follows up on a lead, how can you quickly tell if the person on the other end is a looker or a buyer? Do you just ignore everyone until they demand to buy from you? Or is there something you can do to make individuals predisposed to buy from you over anyone else? Every lead generation active will do three things; qualify the leads ability to purchase, the time until purchase, and their ability to make a decision.
What are the questions you could ask to help you understand a prospects readiness to buy? You need a lead generation system; you can either create your own or invest in a proven system.
For ideas on creating your own lead generation system, including a free course, visit http://b2barticles.
com/17EasyWays/ If you're going to design your own lead generation system, start with qualifying your leads.
This is critical.
You can either use questions you ask, marketing materials that require a response, or a series of steps that demonstrate ability to purchase.
The best and easiest way to find qualified leads is to qualify them yourself with a specific lead generation system.