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How do you guys pre-qualify leads before you call?

by wusuborn
8 replies
Like what resources do you use to check if the business can afford your service? I've been calling for a while and when I tell the person my price, they say they'll think about it and never get back to me. So instead of wasting time with those prospects, how do you pre-qualify them?

I'm not talking about during the call. I'm talking about before I call them and offer my service.
#call #guys #leads #prequalify
  • Profile picture of the author Aaron Doud
    My question to you is how do you know price is the true objection?

    I say this because very few people on this forum price high enough for price to be the objection.

    Think about it this way. If price is truly the objection if you called them back in a week they would tell you they have _____ doing it for them. If price is the only objection they will go out and seek out your lower priced competitors.

    Basically this is Sales 101. Price is seldom the objection. Value may be the objection but that isn't price. Normally when it is value that means you haven't sold it well.
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    Aaron Doud - Sales & Success
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  • Profile picture of the author hayfj2
    Picking up on Aaron's point, I thought this might be of interest -

    Are you charging too much or is the value you offer - not clear enough - Grow Your Business Club

    Also when creating a profile of your suspects/prospects consider not just the geographic targeting but also by...

    * No years trading / start date
    * Turnover/size of businesses
    * No. Employees
    * Pre-Tax Profit
    * Net Worth

    Any good prospect data supplier should have multiple data elements to help with better targeting and the credit worthiness of your prospect data selection.

    www.creditsafe.com offer that type of facility in the UK and the USA





    Hope that helps
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  • Profile picture of the author misterme
    I looked at the three posts you've made to date, from when you started on 6/24 where you wrote you were 'reading up on cold calling and how to do it', to today 7/9 where you posted here... so I'm wondering if the issue is more a matter of what you're saying, what you're offering and your phone skills than it is about the need to better qualify prospects.
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  • Profile picture of the author hayfj2
    picking up on points I made on a different post on here -

    http://www.warriorforum.com/offline-...ing-coach.html

    as misterme above says, perhaps you need to revisit your pre-qualifying script and the questions you are actually asking and to whom.

    hope that helps



    Fraser
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  • Profile picture of the author wusuborn
    Well, the past two weeks I've just been selling mobile websites and I've just been telling the business owner that I was browsing the web on my phone and noticed that they were missing one. I then ask them if I could get their email address, so I could show them how the website looks, and I call back the next day.

    Is their a problem with this, or should i take a more direct approach. Contact them for a in person appointment, and show them the website myself. See their response, and capitalize on it?
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    • Profile picture of the author smsagent
      I qualify them by finding out if (1.) they have a business, and (2.) finding out if they have a business phone. Then I call them.

      You haven't made a sale yet because you don't have any confidence. You don't have any confidence because you haven't made a sale yet. This condundrum is created by not making enough sales calls.
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  • Profile picture of the author bsummers
    Like what Aaron said, they are objecting because you are not selling the value of the product.

    Regarding your concern about pre-qualifying, do your research. E-mail them and ask them a series of questions or if you want, purchase pre-qualified leads.
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    Need help in LEADS for your business? Ask me on how to generate qualified and targeted leads from appointment setting and lead generation campaigns through calling, social media and email marketing.
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  • Profile picture of the author AndrewCavanagh
    You could also use any number of ways to get prospects
    to contact you first in some way (direct mail, sending
    reports, sending a link to a video in an email etc etc).

    But if you're getting the same "objection" when you're talking
    to business owners...that they don't have the money it's either
    because they're simply not interested in what you have to offer
    because you haven't built any trust and found out what was
    important to THEM first...

    Or you failed to effectively establish the dollar value of your solution
    to them.

    In other words establishing their potential profits from what you're
    offering THEN comparing that to your price.

    Kindest regards,
    Andrew Cavanagh
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    Old School Copy Like This Is BACK & Converting Like Crazy!
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