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Leads turning into real opportunities?

When you are following up on a lead there can a temptation to go right into asking about specifics on the deal (e.g. when, dollar value, how many…etc).  This is what many of your competitors are doing…so, be a little patient and separate yourself from competition by listening and learning first.  How you might approach the early part of the conversation…

 

Build Rapport

Take a few minutes to get to know the contact and company a little better.  Try asking questions such as…

·      I understand you are the (INSERT THEIR TITLE) for the company, what are you primarily focused on?

 

·      What are your goals for the next 6, 12 months?

 



 

Discovery (learn more about the company/project)

Knowledge you gain will put the lead you received in context.  Spending some time here with the contact will also show your interest in being a partner…

·      What are the primary goals for the company in the next 6, 12 months?

 

·      What are the most significant challenges the company is facing?

 

·      How will this project (THE ONE YOU HAVE A LEAD FOR) help achieve the goals and/or address the challenges?

 

Clients buy from people that feel like they can work with (have a good rapport) and can trust.  Taking this approach provides some good initial steps in that direction!

 

 

Marc Kitz, Sales Coach 

860-836-8979 

 

 

Checkout my Sales Coaching blog - https://marckitz.com/

 

 

 

 

 

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