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How to Identify Prospects Worth Pursuing

Identifying the best prospects for your marketing scheme is one of the biggest puzzles many businesses face. Not every lead is the right one for your company, no matter how strongly your salesperson might believe in them, or want them. Sometimes they won’t buy because they don’t really need your service. Sometimes they need it faster than you can deliver (or just aren’t in a hurry at all). Sometimes they don’t have the money to spend.

If your leads don’t have the right combination of need, cash and deadline, they’re not going to be motivated, and finding motivated buyers is what lead generation is ab out. So how can you identify the right prospects for your business? Here are some important questions to ask to identify prospects worth pursuing, and reel them in to take your marketing and operations to the next level of success.

Identify Prospects Worth Pursuing

The first five things to ask when you’re trying to identify prospects worth pursuing will identify the problem they’re trying to fix, what’s leading them to do something now, why they haven’t addressed the problem yet, what happens if they do nothing, and what their budget is. These questions will give you a solid handle on what they’re looking to accomplish.

What Problem Do You Need to Fix?

Every product or service you offer is designed to fix a problem. That’s the nature of offering goods and services. Asking this problem will enable you to determine if your product or service is good to meet the potential client’s needs right away. Before asking anything else, make sure you’re actually right for them.

Why Are You Looking to Solve It Now?

The next question to ask is why they’re looking to solve the problem right now. Something has triggered them to look for a solution, and that event could make a difference in how you sell your product to them. Was it a legal issue? A change in management? Or is it some other company development that makes them need a solution.

Why Haven’t You Solved the Problem Before?

This is another important question that will go to the urgency of their need. Is the problem really that major, or are they going to be prone to change their mind? If they have tried to solve the problem before, find out why it didn’t work. All of this, again, will go into your sales pitch about how you’re the right product.

What Happens If You Don’t Solve the Issue?

Again, you want to be sure that your prospect isn’t going to waste your time with talk and then change their mind in the end. It’s important to establish that they do, indeed, need your product or service. If they don’t have a pressing need, let them go.

What’s Your Budget?

After you have the basic information, it’s time to find out whether they can easily afford your product, or whether you can offer them a service within their budget. Find out when they’ll have the money, what the process is, and any other important budgetary decision making factors. Once you have this established, you can pursue the lead.

Advice on Marketing Services

For more advice on marketing services, including the best in trade show services, contact Xibit Solutions. Explore our blog for more advice, tips and tricks today!