TSOS Tip # 1 Lead Qualification FINAL

I always worked with inbound prospects – generated by our marketing efforts . Thus, like Topper, my system works best when the prospect sees something of interest and contacts us.

Ideally, your lead gen and or CRM will create the prospect record and send an alert to a rep based on territory, industry focus etc. My first question out of trhe gate is the aswer to: “I see you [called in | visited web site ] and then listen carfefully: those first moments will reveal the purpose of the call etc.

I try to ascertain the following info as well: is this a new customer reaching out? Is it an active prospect in the pipeline, is it a “future prospect” , or is it a prospect we haven’t heard from in a while, or an existing cvusomret? No matter. It just sets the stage for getting the conversation going. And this is a key point: get the prospect talking — make sure you allow them to tell you all that they want to say.

You are looking for clues: what prompted your  call;? Research, something break or an existing customer requiring help.

What you want to be able to address is:

• What happened? Why now? Why is fixing it now important? (impact on the business)
• Why are we on your list ( this will give you insight as to why they have called you)?
• What do they need right now?
• What’s a next step?

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