You know, there are always going to be a fair number of people kicking the tires on your website, right? Not everybody closes and becomes a lead. It is just a fact. So what we have to think about is how we can improve the amount of time spent with quality prospects.
Prioritizing our sales calls and our time is critical, and one of the things that you can learn by talking with the sales people is that some prospects are not ready to buy, and there are some important qualifying questions that will show immediately whether the caller is worth prioritizing at that point.
A Little Education and Information
You can tell right away that they’re just very preliminary, they’re doing a little bit of research, they are not really sure. That’s an ideal client for an e-series, where perhaps each installment directs them to a YouTube video that educates them. Somebody who is in the very preliminary stages and is just trying to gain information, that person wants education. They want information.
They are not yet asking buying questions. Further, with all the technology – auto responders, video, emails, and white paper reports – a significant chunk of that education can be done automatically over a period of time without draining or requiring a sales team to commit their resources.…