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Add You - Leads, Prospects, and the Huge Gap Between
When a colleague loaned me Stephen Covey’s “The Seven Habits Of Highly Successful People” many years ago, it took me about three months to get round to reading it – I now realise that I wasted those three months! In fact, I read it three times in order to ensure that I h
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
Pop-up retailing has been around for some time now but many retail companies are yet to realize its full potential. First recognized and named by Springwise.com, the concept of pop-up retailing is to introduce a product in a temporary location for a short duration, generate a
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 t
Medical billing can be a real nightmare. No wonder the turnover with medical billers is so great. Between the number of regulations, pile of forms and tons of red tape, it's enough to make anybody crazy. One of the worst culprits is the DMEPOS CMN, or the GU0 record, which i
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
Information processing is a business process that resembles a normal production process with familiar demands for managing both the quantity processed as well as the quality of the output.For many business processes there is a continuous pressure to increase the output.
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
Cats have very different taste buds than humans. Unfortunately for pet owners (consumers), we’re the ones that end up buying the cat food.Pet food companies have figured this out. That’s why you see pet foods in flavors that humans like. If Purina made cat food in fla
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
Occasionally I read some really compelling information regarding business strategies and I'd like to share with you a concept in the power of targeted marketing that has really caught my attention. The idea in this concept is for a person to focus his/her marketing efforts tow
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 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.
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