Staff Writer: Carolyn Johnson
Any internet marketing firm Los Angeles is familiar with automated lead scoring, which ranks the best sales leads. One should keep in mind, however, that this automated scoring may not be the best or most valuable way for salespeople to determine whether their qualified leads are truly the best ones to call.
Automatic lead-ranking systems do not offer as much insight into the value of a lead as personal evaluation. In order to figure out yourself which leads are the best to call, you should ask yourself six questions throughout the pre-discovery process and the post-discovery process.
Pre-Discovery Questions to Ask Yourself When Evaluation Sales Leads
(1) Why does the sales lead want to talk to you?. Determine whether you and your services can actually provide solutions for your prospect from their business problems. If their problems not aligned with the solutions you can provide, then your answer to this question is “no”.
(2) What position does the prospect hold in their respective company? Also, if multiple people will be on the line, determine who holds the highest position at the company. As many southern California SEO firms have confirmed, the higher the rank that the person holds at his company, the better the sales lead will likely be. Someone who is simply at a managerial level or below will likely not be as solid of a sales lead as their superiors.
(3) When you sent the electronic calendar invite, did the lead accept it? This third question is the biggest no-brainer of all the pre-discovery questions. As any search marketing Los Angeles firm can attest, if the lead doesn’t so much as take the time to accept your invitation, how much time do you think the lead will take in considering what you’re selling? Probably not much.
Post-Discovery Questions to Ask Yourself When Evaluating Sales Leads
(1) Did you make the call with your lead? If the lead doesn’t make your first scheduled call, then send the lead back to the prospectors for rescheduling.
(2) Was the data provided to you by your prospecting team in regards to your lead is accurate? Did the lead confirm or negate the critical information given to you about the prospects problems?
(3) At the end of the call, was the lead willing to take the next step in your sales process? The next step the lead is willing to take should be immediate, not merely a follow-up call after six months or one year.
You can score your leads on an individual basis, or you can score a large pools of leads based on these questions to determine who good of a job your lead prospecting team is performing. If you choose to do the latter, share the results with your team members and add your own insight into how they could perform better, if necessary.
Investing the time in asking yourself these questions about your leads will be worth it, as it will minimize the hassle in trying to corral unwilling leads.