This morning I came across an excellent article on the Realities, Myths and Urban Legends behind Prospecting that shared 5 important things that every qualified lead has in common. I'd like to expand on those five points in my blog today:
An awareness of their need for whatever it is you sell.
If they don't know they need it, why would they want to buy it at all? You may need to take the time to EDUCATE them by presenting your product in such a way that it helps them better themselves somewhow - more money, more time, more productivity, and so on. Once they know why they need what you have to offer, the next step is to determine if they have...
Both the authority and the ability to pay for it.
Are they really the person you should be talking to? If they can't afford it or aren't the person who makes the decision to pay for it, then you could make the most flawless presentation at all, and you might as well be making it to a brick wall because the prospect won't - or can't - budge.
A legitimate sense of urgency relative to acquiring it.
We all want our prospects to buy from us as soon as possible. But how do you convey that sense of urgency to them? One of the best ways is to make what you're offering a limited time special, or good for the first 100 people who contact you. And stick to it. Otherwise people won't be inclined to trust anything else you say.
Trust in you and your organization.
Know that what you have to offer is the best out there - and if it isn't, take the relevent steps to make sure it is. Believe in what you're selling and its value to your prospect. When you're confident in your product or service, others will be too.
Willingness to listen to you.
Are you an expert in foreclosures? A fixer-upper pro? Do you know how to get the most accurate home values in the neighborhood? Are you a short sale master? Demonstrate your expertise and authority in the subject. Be friendly and persistent but not overly pushy. And above all, don't be desperate. Prospects can smell desperation a mile away! Make sure they're open to receiving information on what you're offering.
When you keep these five points in mind during prospecting or referral marketing, you're sure to notice a difference in your sales. Good luck!
For more information on working with verified, genuinely interested online referrals, please call Clint at 1-800-977-7058 or visit www.recr.com
Hi:
You make excellent points. If your clients are not listening to your professional opinion they really don't qualify as a lead. They are a drag because you have to drag them through homes, point out the positives, and convince them that their Uncle Harry, who bought his house 10 years ago and doesn't think its a good deal, is wrong. Hone in on the good leads - they will make you money and will be a good referral source for you later on.
Thanks for the post.