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.
Happy Selling!
Cheryl Cappellano
1-866-384-2158
ABOUT IDEA FACTOR
Idea Factor provides a full suite of marketing services including B2B lead generation (gathering qualified sales leads), surveys, data mapping, event tele-boosting, trade show follow up, in-bound and out-bound omnichannel contact center services, data cleansing, list cleaning, customer retention and loyalty programs.
Our commitment to excellence in customer service has awarded us repeat business for more than 25 years, from both our global and community clients. To find out more go to http://www.idea-factor.com or look at our Services here.
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