Qualifying Leads for Lead Generation

Not every lead that comes your way through lead generation can be converted to sales. If you want to be able to convert leads with the same success rate as that of a lead generation company that offers lead generation services, you must be able to grade or classify your leads according to the possibility of converting the lead into a customer. Here are some of the questions you should ask when a lead comes
your way:

Does the lead have a valid business or a personal need?

•A person could have simply registered to your website because he is a writer and is tasked to write about heavy machinery and will never need a tractor. He needs the information about tractors but will never actually need one. In this case, he could be considered an unqualified lead.

•Does the lead have the authority to decide on a purchase?

Talking with a rank-and-file employee will not be a waste of time as long as you will eventually be pointed to the decision maker. But if the talk stops at that rank-and-file employee then you are definitely wasting your time. Pursue the decision maker and ask all the others to point you to that very important person.

•Does the lead have the purchasing capacity?

There is a big difference between having the capacity to purchase in the future and in not having the capacity to buy at all. Do not ignore a prospect because he cannot presently afford the product. But do not waste time also in those that could never afford the product.