Taking the Effort out of Prospecting

In sales, one of the most important tasks is qualifying sales leads. If you get this right, the job of selling becomes easier because you’ll be developing relationships with prospects who fit your target audience and are more likely to buy from you. That’s going to save you time, effort, and money.

Before we get into how to qualify sales leads, let’s establish the difference between leads and prospects.

The difference between sales leads and sales prospects

In any business, you will have a sales funnel. Anyone who falls into the top of that funnel is a sales lead. They haven’t undergone any qualification yet. 

If you try to sell to all these leads, it’s like taking a phone book and working your way through from A to Z. As you can imagine, that going to waste a huge amount of time. Your products and services won’t be a good fit for at least 50% of these leads.

How do you stop wasting so much time? By qualifying sales leads, and moving them down the funnel to where they become prospects that could be converted to customers.

The sales lead qualification process

Step #1: Know your ideal client

The very first step in qualifying sales leads is to really understand who your ideal client is. Who is most likely to want or need your products and services? On my home page you’ll see that I’m open about who I work with. I’ve described the people who I help – my ideal client. You’ll notice that I work with:

  • 7-figure service-based business owners; who

  • are dedicated to getting results for their clients; and

  • have a clear vision for what success looks like in business; and

  • are clear on their personal mission.

These potential clients are also tired of doing it themselves because they value their time. They are exhausted by the constant tug of war on working and lifestyle. They want to achieve more, but not at the cost of health and lifestyle. And so on.

Take a look – it’s an incredibly detailed description. You must put as much effort into identifying your target market and describing your ideal client. Here are five steps to help you do so:

  1. Start with who you know.

  2. Understand why some clients have moved on.

  3. Ask your clients for feedback to understand why they remain your clients.

  4. Make your ideal client come to life (listen to my podcast ‘How to nail your ideal client with Jurgen Strauss’ for direction here).

  5. Revisit your description of your ideal client regularly, and adapt as your clients evolve.

Now you know who your ideal client is and why they need you and/or your products and services, you can move on to the next step.

Step #2: Help the lead realize your value

So, your lead needs you. You must demonstrate why. How will your service or product make their life easier or improve their business?

You are your client’s servant. You must understand their problem and show how you can help to solve it. Help them assess the opportunity you are offering:

  • Do they have a clear need?

  • Do you provide a solution?

  • Can you demonstrate that your solution is effective?

  • Does your solution provide value?

If they answer yes to these questions, then your sales lead has now become a sales opportunity.

Step #3: Understand how your lead makes a buying decision

Your sales lead can tick all the boxes, but this still doesn’t mean they have become a qualified sales prospect. You need to understand how they make their buying decision. A key focus here will be on buying criteria and who the decision maker is.

For example, if you are offering a high-end, bespoke solution with a high-ticket price, then if the prospect’s main motivation is price you could be wasting your valuable time.

Working with a business that has multiple people involved in the buying decision also complicates the sale. It’s important to speak to the main decision maker, but they may be hiding behind a wall of several people that you need to impress first. You must consider if the sale is worth the time and effort you may need to put in to cracking large buying teams.

Are you spending too much time prospecting?

Prospecting for sales is a difficult, time-consuming, and often demoralizing task. This simple three-step process for qualifying sales leads will make the job of prospecting much easier. 

If you identify your ideal client, help them realize your value, and then understand who makes the buying decision and how, you’ll improve your conversion rates and smash your revenue targets.

If you’re not sure where to start, or want a helping hand describing your ideal client and energizing your sales prospecting, why not book a free 15-minute call with me

Publish Date:1/8/2021 12:00:00 AM
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Taking the Effort out of Prospecting
In sales, one of the most important tasks is qualifying sales leads. If you get this right, the job of selling becomes easier because you’ll be developing relationships with prospects who fit your target audience and are more likely to buy from you. That’s going to save you time, effort, and money.
Before we get into how to qualify sales leads, let’s establish the difference between leads and prospects.
The difference between sales leads …

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