Much is made about the importance of identifying a qualified lead. Equally important, however, is deciding whether a lead is a dead-end.
If you want to meet your sales quota, it is important that you spend time on leads that are likely to make a purchase. Unfortunately, many leads that have no intention of buying can suck up a lot of your time. That’s because these leads talk a lot about buying without having any intention of doing so.
In order to identify leads that are all talk but no action, we’ve come up with nine surefire ways to pinpoint leads that are likely nothing but time-wasters. And once you identify them, you will be free to concentrate on leads with real potential.
- Conduct background checks. Find out exactly who the lead is and if they fit into your target audience. If they don’t fit your criteria, go no further.
- Find out what their problem is. Ask the lead what problem your company can solve. If there isn’t one, you can bet there won’t be a sale, either.
- Ask about their budget. If your product or service costs more than their budget allows, it’s time to move along.
- Discover what they think your company can do for them. If a lead has an unrealistic view of what you can do for them, things aren’t going to work out.
- Ask about the competition. Serious leads are likely getting a variety of bids or checking out different companies. If you are the only one they have approached this is a red flag.
- Identify the decision maker. If you are not talking to a decision maker ask if you can, if the answer is no, there’s no point in pursing this lead.
- Get an address. If a lead is located outside your service area it’s time to move along.
- Check their level of engagement. If a lead is really interested in your company or service, they likely would have visited your website or connected with you on social media. If they haven’t, you can bet that they aren’t that into you.
- Consider how easy they are to follow up with. If you can’t get in touch with a lead after the initial contact (despite a few good attempts), it is probably best to move on. If they were really interested, they wouldn’t be avoiding you.
While you don’t want to discount a lead that may convert into a sale, neither do you want to waste your time on a dead-end lead. While being too picky may seem like a bad thing, being specific about what types of leads to pursue will pay off in the long run.