A lead is someone who may fit your target market but is not ready to buy just yet. If the lead is responsive to your offer, there’s a good chance they’ve become a prospect or qualified lead. If you want to attract more clients or customers, you’ll want to transform your leads into prospects. A lead is an unqualified contact, while a prospect has been vetted to fit the defined criteria.
The sales pipeline provides a visual representation of a company’s sales process. This can help highlight opportunities. But, there’s an issue: not all those leads are ready to buy or are qualified. The longer you take to move someone through your sales process, the more risk you have of not being able to get someone on a call.
User reviews, testimonials, and case studies can help push people down your funnel and convert leads into meetings. Being able to convert leads into meetings is a critical part of the lead generation process. Along with being the best way to remain top of mind with your prospects, moving fast helps you stay ahead of your competition because if you’re not moving fast enough, someone else will.
Use that meeting to sort qualified and unqualified leads. When you go for a meeting you start with the basics: say hello, make eye contact, and break the ice with some small talk. Fill the time with conversation while you wait for people to show up if you’re meeting with multiple people. Build rapport early in the conversation. Find out where prospects come from, what objections they have, what their concerns are, how you overcome these objections.
Once you have determined the lead fits your ideal customer profile and could benefit from using your product/service, confirm if they have the authority to make a final purchasing decision. If not, you may need to identify the correct stakeholder to proceed through the sales process with.