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Casual Articles - Leads, Prospects, and the Huge Gap Between
Life as an entrepreneur can be chaotic at times. You have meetings, deadlines, pay roll, damage control, and maintaining current customers, while trying to search for new ones. Dare I even begin to list the house hold responsibilities? If you are anything like me, I can waste
A prospect not only (1) wants what you have, but also has (2) ability to buy and (3) reason to buy now.
A true prospect can afford what you're selling
In modern-day franchising the franchisor will license his business model and operational strategies to folks who will run the franchised outlets. To ensure quality, consistency and customer service the franchisor will define in the confidential operations manual be exact metho
A lead wants what you have, pure and simple. Somehow they've gotten the idea that what you have will improve their situation, so much so that they're willing to raise their hand and identify themselves. You have succeeded in moving them from anonymity. They have "stepped into the light" and are willing to engage with you in conversation, if only temporarily. We describe people at this stage of the buying cycle as Engaged.
Sometimes this process reveals that we have a "bad" lead; these are people who don't really want what we are selling, but want something else from us, usually for free!
A prospect not only (1) wants what you have, but also has (2) ability to buy and (3) reason to buy now.
A true prospect can afford what you're selling.
Let’s talk about win-win negotiating. Instead of trying to dominate the other person and trick him into doing things he wouldn’t normally do, I believe that you should work with the other person to work out your problems and develop a solution with which both of you can w
A lead wants what you have, pure and simple. Somehow they've gotten the idea that what you have will improve their situation, so much so that they're willing to raise their hand and identify themselves. You have succeeded in moving them from anonymity. They have "stepped into the light" and are willing to engage with you in conversation, if only temporarily. We describe people at this stage of the buying cycle as Engaged.
Sometimes this process reveals that we have a "bad" lead; these are people who don't really want what we are selling, but want something else from us, usually for free!
A prospect not only (1) wants what you have, but also has (2) ability to buy and (3) reason to buy now.
A true prospect can afford what you're selling
There was a time when balloons were nothing more than kid’s toys but now they are used for so many different things. One of the most popular uses of balloons is for advertising. Advertising balloons are popular for so many reasons but the most important one is that people notic
Sometimes this process reveals that we have a "bad" lead; these are people who don't really want what we are selling, but want something else from us, usually for free!
A prospect not only (1) wants what you have, but also has (2) ability to buy and (3) reason to buy now.
A true prospect can afford what you're selling
Are you having problems with your current business card that fails to impress potential clients? Or maybe you are not getting the increased business that your card is supposed to provide for you. Then you should improve your business card to make it into a great marketing tool.
Sometimes this process reveals that we have a "bad" lead; these are people who don't really want what we are selling, but want something else from us, usually for free!
A prospect not only (1) wants what you have, but also has (2) ability to buy and (3) reason to buy now.
A true prospect can afford what you're selling
What's your Selling Sentence? If you have a business, you need a selling sentence.Sometimes called the Defining Sentence or the Secondary Statement, the Selling Sentence is the group of words that clarify and refine the the nature of your business when seen or heard
A prospect not only (1) wants what you have, but also has (2) ability to buy and (3) reason to buy now.
A true prospect can afford what you're selling. That means they have available -- or can get -- the budget needed to make the purchase. Plus they have the authority to make the purchase; to "sign the check", if you will.
A true prospect also has a reason to buy now. Perhaps there's an external compelling event that will require them to make a decision soon. Or perhaps they harbor an internal reason -- often emotional in nature -- that carries enough drive to induce them to open up their wallet and buy now.
Somewhere between leads and prospects we have shoppers. Those are buyers who want what you have, and (2) have the ability to buy, but no particular reason to buy today. Much sales (and marketing) energy is expended converting shoppers into buyers. Prospects are easier to convert, because we know they're going to buy from somebody, and soon.
The questions we choose to ask people who engage with us need to help us understand th
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