Wednesday, April 21, 2010

Know the difference between a good lead and bad lead?

A prospective client approached me to help them improve their lead generation so I came up with some ideas to help them and others:

First, Have in place a solid process that helps you determine which leads deserve your full attention from the ones looking for information or possibly spying. There are a lot of time wasters out there so protect your limited resources.

Second, have systems that tells you what to do at different stages of buying cycle.

Third, make sure to evaluate your lead sources and conversion rate.

Fourth, if you have limited resources, focus your resources on areas that provide the best ROI (return on investment)

Fifth, Ensure you have your communication, backroom systems working properly.

Now, a bad lead includes someone who:
Never has a specific interest or need.
Will not invest any time or much time with you
Is indecisive or avoids providing specific answers to questions which you need to evaluate a solution fit or recommendation.
Never initiates follow-up
Doesn't keep promises
Doesn't ask about details which are considered buying signals.

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