Tags |
|
|
Links |
|
|
Hub You - Leads, Prospects, and the Huge Gap Between
Indian Stock Market occupied a top slot in 2006, together with an unexpected fluctuation with sudden rise and fall, but maintained the sensex mark. In 2006, the Bombay Stock Exchange crossed the 10,000 level mark. There were speculations amongst the bulls at the Dalal Street (M
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 co
Dolly Parton is an extremely well known and very recognizable business women. She has built an international multi dollar business from her great singing voice. What can we learn from the way she does business?Well let's have a look at the Dolly Parton Dinner Show expe
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. 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 con
A funnel is a good way to think of the marketing process. The top is very broad and consists of using mass marketing techniques. Mass marketing includes items like mass mailings, national advertising, billboards, and airing commercials during the Super Bowl. The marketing me
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. 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 co
The world of franchising offers limitless opportunities to start a business, learn a new industry, and get started in the success of business ownership. Franchises usually require a partnership or group of business-minded individuals to work together and form a solid foundatio
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. 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 co
A merger or acquisition is a corporate intervention, sometimes with a cataclysmic force, that if left unchecked may destroy the acquirer as well as the acquired. Defecting key personnel, competitor reactions, poor customer service and supplier unrest can upset the best deals. I
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 co
Have you ever had the experience of looking for some information and casually saying to a friend of yours how hard it is to find it? You have asked every sales person you can find, looked in every book and searched the Internet but still cannot find the crucial piece of informa
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 the answers to those 3 questions. We'll get more positive decisions when we can establish that a lead truly is a prospect.
Copyright 2005 Paul Johnson. All rights reserved.
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.iadvice.info/article/38056/iadvice-Leads-Prospects-and-the-Huge-Gap-Between.html">Leads, Prospects, and the Huge Gap Between</a>
BB link (for phorums):
[url=http://www.iadvice.info/article/38056/iadvice-Leads-Prospects-and-the-Huge-Gap-Between.html]Leads, Prospects, and the Huge Gap Between[/url]
Related Articles:
Get Clients With a Small Business Networking Strategy
Bookmark it:
|