Classification of Sales Leads: Hot, Warm or Cold
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Transcript of Classification of Sales Leads: Hot, Warm or Cold
A typical telemarketer makes at
least 140 live calls, talks to at
least 40 decision-makers,
acquires at least 10 fresh contact
emails, and sends out reference
materials to at least 140 contacts
– all in a day’s work.
CLASSIFICATION OF SALES LEADS
Each qualified lead
follows a set of
criteria.
The number of qualified criterion of a certain lead willdetermine its classification.
CLASSIFICATION OF SALES LEADS
Yes, it’s a Lead!
This type of a qualified lead that meets all the
required criteria which most of time is set.
B is for Budget
The prospect has set or prepared a budget and
is just ready for disposal at anytime a project
proposal is approved by the management.
Do you have a budget? How
much is your budget? Are you
willing to expend? What is your
budget range?
Q u a l i f y i n g q u e s t i o n s f o r t h i s c r i t e r i o n w o u l d b e :
B IS FOR BUDGET
A for Authority
The contact person you speak to could either
be the Person In charge, or the Recommender.
He should have the final word to either say
“yes” or “no” to the proposal.
Are you the person in
charge/recommender on this
project? What is your role on
this? Do you solely make
decision on this?
Q u a l i f y i n g q u e s t i o n s a r e :
A FOR AUTHORITY
N is for Need
Need would always top the set of qualifying
questions in a telemarketing script. When a
need from the prospect is identified, this
sends a signal of a brewing lead.
Are you looking into this type of
product/service to improve your process?
What product/service are you currently
using? Have you encountered any issue?
Are there any initiatives from your
company to evaluate/replace your
current system? What functionalities are
you looking at?
Q u a l i f y i n g q u e s t i o n s m a y b e a s f o l l o w s :
N IS FOR NEED
T is for Time frame
The point period from the time you spoke
with the prospect to the planned or projected
period of purchase or implementation of the
new product or service.
When do you plan to purchase?
When do you plan to implement
the new system?
M o s t q u a l i f y i n g q u e s t i o n s w o u l d b e :
T IS FOR TIME FRAME
What’s the missing ingredient?
This qualified lead misses 1 or 2 criteria. But what makes it bagged
the qualifying scale is that a Need was identified and the other 1
or 2 qualified criteria should be able to support the first. In most
cases, the disqualifiers would either be Budget or Time frame.
A qualified
cold lead has
2 or 3
disqualifiers
and the remaining
qualifier would be
supported by the
prospects agreement to
take a look or compare set
ups between their current
system and yours.
and
further
nurturing
is needed.
This is the kind of
lead which most of
the time is set to KIV
(kept in view),
Business success is not
achieved overnight.
It takes time, effort, tools, skills and strategies
to be able to reach your target results.
CLASSIFICATION OF SALES LEADS
Look at every
lead as an edible
opportunity.
Imbibe hunger for it. Whether it’s HOT,
WARM, or COLD, it’s still comestible, isn’t it?