VIEWS: 11 PAGES: 2 CATEGORY: Engineering & Energy POSTED ON: 6/13/2010
There is a cost for your services, and if they can't afford these services, you don't want to waste your time going to their house. At this point in the interview, you will want to ask "do you have a budget for this project?" This is a reasonable question to ask any homeowner. Do not feel shy about asking, and don't be deterred if they will not share this with you.
SA LES A ND M A R K ETING Seven Steps to Qualify Your Leads By David Lupberger arvard Business School activities that generate the highest share it with you, try this: “Let me ask partner missing, the person you speak H refers to the time crunch that small business own- number of calls. another way. I’ve renovated bathrooms for $20,000, and I’ve done others with can always tell you that they can’t make a decision without consulting ers face as “resource poverty.” No. 2: Review the scope for over $50,000. Are you closer to their partner. If a decision involves two The solution is to focus only on When you conduct your qualify- $20,000 or to $50,000?” people, make sure both are there for high-impact activities — specific ing call, ask your potential customer This will let you know if they your sales call. actions that impact several areas of to explain, as best they can, the scope have a realistic budget. If they tell you a business at one time. Qualifying of work they need completed. If they $4,000, you may want to reconsider No. 7: Review the scope of work the customer before embarking seek services you don’t offer, refer them going out to their house. But because with the homeowner on an unproductive sales call is to another contractor who can provide many prospects have no experience In this last step, summarize the a high-impact activity. Here are those services. If you can assist them with remodeling, many are unpre- scope of work that was outlined in step seven steps you should take when with their project, say so. Then ask to pared for the real cost of your services. No. 2. At this point, you are determin- conducting a 15-minute qualifying go into greater detail about the project. This doesn’t mean they are not a ing if you can help. You are identifying conversation on the phone. “Do you mind if I ask a few questions good customer. It may mean that you the homeowner’s budget and schedule, to find out more about what you want will have to provide some education. and asking any additional questions. No. 1: Ascertain how the potential to do?” When they respond with a Helping them understand can turn You are determining if this is a job you customer came to call you. “yes,” you become the expert. You are them into a customer. want and if this is someone you want It’s important to evaluate your conducting the interview and control- to work with. marketing efforts. If you can track ling the flow of conversation. No. 5: Determine the schedule In asking these questions, you your lead sources, you can then Ask the prospect when they want learn a great deal about a prospect: allocate additional resources to those No. 3: Eliminate the tire kickers the work completed. For a project like Real prospects want to talk about their Often remodelers prequalify a new kitchen or bathroom, design projects. You will know when people potential customers who p
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