Where does your qualification process start?
Last week, I wrote How to Get Leads and Convert Them to Customers.
Yesterday, I wrote B.S in Sales or Sales B.S.
If you feel like your process isn't working as well as it used to, you are not alone.
How do you feel about the 'lead' that does a Google search and fills out your Contact Me page without looking at any of your other content?
How do you feel about the 'lead' that is referred to your download by another website, does the download and goes away?
How do you feel about the 'lead' that visits 30+ pages in one day, but doesn't respond to your workflow email?
For you, what's the difference between a MQL and a SQL? How many are hot and perfect? How many are not?
Here's how we work. I wrote this article on sales process two years ago and laid out eight questions that I need answered before I take a client. We teach our clients to use those eight questions at the highest level. However, just asking the questions doesn't work. We need to ask other questions to discover the answers to the eight.
Example: Who? Who are you? Who do you care about? Who have you been? Who do you want to be? Who do your clients, prospects, family, employees, associates, supervisors think you are? Is there a disconnect?
Example: What? What are you trying to do? Why? What have you done? Why? What have you tried? Why? What happened then? Why? What are the consequences? Why? What if it doesn't work? Why?
Example: When? When did this happen? When does it need to change? When will you be up against it?
We can create questions that start with How, Where, What else etc., but notice that this is not about pitching, proposals, or even closing. Ask anyone that's talked to me in the past few years. I don't close. You want to work with us, you have to tell us and that's what our clients learn. Our process of discovery that starts with getting found and ends with when our client asks, "How do we start?"
- How do we attract perfect prospects?
- How do we get them to want to engage?
- How do we get them to be straight and not play games?
- How do we get them to share the real problem?
- How do we get to the real decison maker(s)?
- How do we get the real budget?
- How do we get them to believe that we can help?
- and whatever else you add....
If you want to turn things around now, contact me now before you get distracted and forget.