Why Pre-qualify Leads?
Running a Management Consultancy focusing on client’s Sales growth, I am often asked to go and visit a company or person to determine how I might be able to help improve their people and processes. Helping people is part of my DNA and one of the key reasons I love what I do. It is also human nature to help those who ask for it.
However, there have been several occasions in the past when these visits have been wasted. If the right questions are asked before I set off, I can determine which of the services they might need and, more importantly, are they in the right place to accept my growth advice and then implement it. Many business owners say that they want to grow but have not solved elements of their production where there may be a bottleneck. Little point in asking me to deliver significant National Account Business if they cannot manage what they already have.
The other most common issue surrounds the Human Resources. Are there sufficient numbers of staff in the key areas to manage a significant increase in Sales processes from incoming calls or online orders to processing, packing and delivery.
I now run through a pre-qualification questionnaire with these prospects before setting off to get them thinking about some of these hurdles before I pay them a visit. It saves us both time in the long run.
Is your Sales team pre-qualifying their leads before they spend time on a face to face visit with a client?