Are Quality Prospects More Important Than the Quanity of Prospects?
The pressure to see as many prospects as you can, juggle as many balls in the air as you can, and create as many project proposals as you can is a sheer waste of time.
The pressure to see as many prospects as you can, juggle as many balls in the air as you can, and create as many project proposals as you can is a sheer waste of time. Of course, sales is a numbers game and you have to work with a flow of prospects to close deals. But it’s more about qualifying your leads, working your best leads, ensuring that you provide your prospects with the answers they are looking for, and delivering the result they want.
How do you qualify a good lead? Clearly understand what they are asking for and ensure that you can you provide it. Don’t tell them what you have; ask them what they need and why. What problems or concerns do they have with the products or services they currently use, or have been pitched? Why do they have these concerns? How does it affect their business negatively? The clearer you understand what a prospect is asking for, the better you can tell them how — or even if — you can help.