Strategic, Sales-Driven Marketing with Dynamic Wave Consulting
We all know there is an inverse relationship between *time* and the likelihood of a *sale* (Jose Palomino of Value Prop Interactive astutely refers to this in his expert blog, as well). When a lead is HOT, you can feel it. The conversation is flowing – goals and partnership alignment are being efficiently [and clearly] discussed. While it’s oftentimes tricky to discern a #qualifiedlead from a #tirekicker – here are seven “7” tell tale indicators:
1.) “Well, I’m currently discussing with several other firms”…TRANSLATION: he/she is directly seeking the low cost provider (price leadership).
2.) “I have to discuss with my partner”…TRANSLATION: you came in at too high of a price and/or just not the right fit (don’t you wish your prospect would just come out and say this?!)
3.) “I’ll review this and get back to you probably by early next week”…TRANSLATION: give me just a few more days (translation: weeks/months) to shop around.
4.) “Can we schedule another Zoom meeting with a few other decision-makers here?”…TRANSLATION: he/she is looking to get free advice without actually having to *commit* to a purchase.
5.) “I hired ___ to do this about a year or two ago, ____ did a lousy job.” TRANSLATION: perpetually dissatisfied client. AVOID AT ALL COSTS
6.) “Ooof! That seems rather expensive…I’m not sure this is in my budget range. Let me give it some thought.” TRANSLATION: cash poor; or, “penny wise but dollar foolish.”
7.) “Can you definitely guarantee me X, Y, or Z?” TRANSLATION: unrealistic expectations; has asked this same question to at least five “5” of your direct competitors.
Sales-Driven Lead Generation – Managing Expectations
Simply put: lower your expectations of all leads that seem noncommittal. The good news: Dynamic Wave Consulting can help navigate your business’s sales process (while generating new, qualified leads directly through your website)! Schedule a free consultation with us at: https://dynamicwaveconsulting.com/contact-us/
#leads #sales #conversions #tirekickers #marketing #businessdevelopment #businessconsulting #salescoach
