Qualifying leads

To minimize, even eliminate the amount of bad leads that come in through your door, it’s important to have a solid qualification process. You should have a series of questions that you ask new leads to understand where they are in the buying process.

In most cases when people buy something, they go through a series of steps.

1. I need something done
2. I’m going to research what’s out there
3. I found what I want and now I’m ready to buy

Often leads don’t turn into business because we’re selling them too early in their buying cycle, so learning where they are in the buying cycle will ensure you’re not wasting time on proposals when they’re still in the research phase.