Qualifying Leads Over the Phone

There are several ways to qualify a lead. Unfortunately, since eight out of 10 identified leads will fail to convert into a sale, much of the time spent on qualifying leads may seem to be wasted.

Of course, we all realize that working to qualify leads is anything but a waste of time. What would be nice, though, is to get the job done quickly and efficiently instead of spending valuable resources on prospects who have no intention of making a purchase. Further, time saved by quickly identifying dead-end leads could be spent nurturing qualified leads.

One of the fastest and most efficient ways to qualify leads is over the phone. And with the right approach this method is as-if not more-reliable than any other. The key is to know the correct way to interact with the lead on the other end of the line. Here are some tips on how to do just that.

Tip #1: Don’t Get Ahead of Yourself

Remember, your job is not to sell anything. Trying to sell at this stage is not only counterproductive, it could backfire.

Tip #2: Find Out How a Lead Found You

How a lead came to you will tell you a great deal. Were they doing a search for companies just like yours or did they stumble upon you unintentionally? If they were looking for a company that offers what you offer, chances are good that it is a promising lead.

Tip #3: Ask Questions

Nothing eats up time like a lead who wants to tell you his or her life story. Try to ask a few targeted questions to get succinct answers that will give you the information you really need.

Tip #4: Determine What They Need

Only when you understand what leads are looking for will you be able to determine whether can help them. Ask questions that will allow you to know what their end game is. You also need to understand what they expect of you.

Tip #5: Establish a Timeline

If a lead needs something immediately, it is likely to be an easier sell than a lead who talks in generalities and making decisions down the road.

At the end of your phone call, you should be able to tell whether a lead is qualified or not. If they are qualified, you can embark on the next steps in the sales funnel such as appointment setting. If they aren’t, you can wish them well and shift your attention to more promising relationships.