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Thursday, January 24, 2013

Qualifying Janitorial Sales Leads From Inbound Feedback

Sometimes finding sales leads is a frustrating experience when you are expected to discover needs ahead of everyone, even the prospect. If competitors beat you to the information, it is like they just stole it from under your nose. If you let your prospects find out, it feels like your sales leads are the ones doing the leading, not you.

How Do You Qualify Sales Leads Without Being A Psychic?




It can even reach a point when you have to be psychic just to qualify your cleaning leads. And yes, some of the solutions to these rapid marketing demands can be quite ridiculous (if not impossible). The good news is you do not have to go that far.

This does not mean it will be easy (unless you compare it to getting a psychic). But speaking of which, a better idea might be better to show everyone you are not that superhuman. Sure, this suspiciously sounds like getting your sales leads to qualify themselves ahead of you. On the other hand, that all depends on how much work you want to them do in the process of figuring it out.

  • Control the amount of information given – Sales leads are the result of marketing. Marketing can be described as a process of sharing information to generate interest in your business. However, a common no-no is sharing too much information. Presenting too many choices that do not all appeal to a prospect's needs and priorities can slow the decision to move forward in the sales process.


  • Control the amount of information received – Do not ask your prospect to think too much. When qualifying them for cleaning sales leads, encourage them to just send feedback inbound. What problems are they having at work? Is there a small infestation that needs taking care of? Are leaky pipes a bigger issue than dusty carpets? Since sales leads start with basic information, make sure to include basic problems.

  • Put the pieces together – If you must, consult with your salespeople on what they think the real problem could be with a prospect. Are the problems all connected? How fast can you qualify these sales leads and respond? This is perhaps the most time-poor stage in the process so get to it while the prospect is still waiting for your response!


Some marketing gurus seem to miss the point of information overload. The decision makers representing your sales leads would rather not think too much about what they want in a solution (let alone for something that is not high on their priority list like office cleaning). These sales leads are best generated when you already provide them the convenience of an eased mind (at least as far as a decent work place environment is concerned).

So stop worrying about turning your cleaning lead generation strategy into a mind reader. Instead, qualify your sales leads by easing minds with the type of problem solving that does not explain things in ways a prospect really does not care for.

1 comment:

jelly andrews said...

It is indeed important in the business to qualify cleaning leads. This would ensure that your focus will be on those individuals who are really interested in you. And it spares you on wasting time from those who are not.

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