Have you ever mapped out your sales process? If you get the chance to do this, do it as it’s always really interesting and revealing.
I’m sure you’ve come across the sales process or the buying cycle before but as a quick refresher – everyone who is looking to buy your products and services enters into this process but at various stages.
Most likely they will have already started to do some research about buying what you sell before they even come across your company.
But once they do come across you, they’re going to be curious about you and whether you can help them. If they think you can, they’ll start to delve deeper into whether it’s for them, asking questions about the process and of course the cost.
If it is, they’ll start asking whether it’s actually for them and this is where they’ll explore more deeply whether you’re the right company for them. All being well, you have a deal but the process still hasn’t finished as you have to deliver what’s promised and then, if there’s an opportunity, continue to work with them.
When we pass across a qualified lead to you, people often assume the prospect is further down the buying cycle than they actually are. We normally pass them over when they’re curious about you, want to hear more and know whether you can help them. That’s the definition of a qualified lead but you will still have some work to do when we give them to you – I’ll talk about that more in next week’s article.
So – if you can sell and you’re looking for someone to give you between three and six qualified leads each and every month, perhaps we should talk.
Simply call us on 01386 298 042 or use the link below to book in a convenient time:
