How To Qualify Warm Leads
How To Qualify Warm Leads
Good question. You would think that getting back to a “warm lead" would be easy, but you'd be surprised how many sales reps (80% of them) mishandle these opportunities.
Here are the do’s and don’ts of qualifying warm leads.
#1: DO begin your opening in a welcoming, and assumptive way. Try:
“Hi ______ this is ______ with ________ company. I wanted to thank you for (visiting our web site, stopping by our booth, your interest in) and I wanted to answer any questions you had. What specifically were you interested in?
DON’T be vague:
"Ah, this is ________ getting back with you, I see you went to our web site and I was wondering how I can help you?"
#2: DO be prepared to ask qualifying questions and LISTEN to uncover their specific buying motives. Try:
“What motivated you to take the time to fill out our request form?"
“What specifically were you interested in?"
“What part of our (product/service) appealed to you most?"
“Many of our clients like that we provide X. Is that what you were looking for, too?
DON’T start pitching! 80% of your competition make the critical error of assuming a warm lead is interested in your product or service so they start pitching. Don't go into pitch mode!
#3: DO use a script. The Top 20% understand how important it is to make a connection, stay in control, uncover buying motives, and disqualify the prospects who are just looking. Only a carefully crafted script allows you to do that.
DON’T ad-lib your way through your presentation. 80% of your competition still make the mistake of assuming that a warm lead is a good lead and so they often quickly make appointments, send demos, etc., without properly qualifying. Big mistake! Treat a warm lead like any other and qualify it using a script.
Applying these three rules will vastly improve your success with call-in or warm leads. Incorporate them today and see for yourself – you’ll glad you did!
How To Qualify Warm Leads - To learn more about this author, visit Mike Brooks's Website.
Like this article? Share it with your friends
So many companies these days get their leads from website inquiries, trade shows, Internet advertising, media advertising, etc, and they ask me over and over again: “What's the best way to deal with these kinds of leads?"
Good question. You would think that getting back to a “warm lead" would be easy, but you'd be surprised how many sales reps (80% of them) mishandle these opportunities.
Here are the do’s and don’ts of qualifying warm leads.
#1: DO begin your opening in a welcoming, and assumptive way. Try:
“Hi ______ this is ______ with ________ company. I wanted to thank you for (visiting our web site, stopping by our booth, your interest in) and I wanted to answer any questions you had. What specifically were you interested in?
DON’T be vague:
"Ah, this is ________ getting back with you, I see you went to our web site and I was wondering how I can help you?"
#2: DO be prepared to ask qualifying questions and LISTEN to uncover their specific buying motives. Try:
“What motivated you to take the time to fill out our request form?"
“What specifically were you interested in?"
“What part of our (product/service) appealed to you most?"
“Many of our clients like that we provide X. Is that what you were looking for, too?
DON’T start pitching! 80% of your competition make the critical error of assuming a warm lead is interested in your product or service so they start pitching. Don't go into pitch mode!
#3: DO use a script. The Top 20% understand how important it is to make a connection, stay in control, uncover buying motives, and disqualify the prospects who are just looking. Only a carefully crafted script allows you to do that.
DON’T ad-lib your way through your presentation. 80% of your competition still make the mistake of assuming that a warm lead is a good lead and so they often quickly make appointments, send demos, etc., without properly qualifying. Big mistake! Treat a warm lead like any other and qualify it using a script.
Applying these three rules will vastly improve your success with call-in or warm leads. Incorporate them today and see for yourself – you’ll glad you did!
How To Qualify Warm Leads - To learn more about this author, visit Mike Brooks's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
|
To learn more about the Evan Elite Author Program please contact us. |
 | |
|  |
Subscribe to Mike's articles
 | |
|
|  |
 | |
|
| |
 | ||
 |
||
 |
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
 |
 Spring Cleaning Confidentiality Agreement Super Productivity Human Potential Institute Business Coaching |
|
 | ||
 |
Top 50 SEO Posts - 2008
Top SEO Posts of the Year | |
 |
Top Social Business Blogs
Top Social Entrepreneur Blogs | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
| ||||||||||||
| ||||||||||||
|
|
||||||||||||