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In this blog post I’m going to teach you those 4 important questions YOU NEED to ask in order to identify if your prospect qualifies to go on with the sale.
Before we go there, we need to define “What is a Prospect”
A prospect has a need for your product or service – a possible desire to acquire/own your product or service and most importantly, has the financial ability to carry out or satisfy that need/desire in a short period of time.
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How to Identify the Profile/Avatar of Your Ideal Prospect
Next step is to understand “What is a Suspect”…and nooo it’s not what you are thinking. Suspect is someone who could become a prospect but we still don’t know about.
Important Key Success Element
- You should spend time with suspects
- You should INVEST time with prospects
Now, let’s think together here. What does the ideal prospect looks like for you?
Create that profile by thinking your current existing customers. What’s their average avatar? Demographics? Education? Salary?
You should ALWAYS try to find the customers that will bring you the best return on time invested.
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The 4 Important Questions You Need to Ask NOW
Once you identify the ideal prospect, YOU SHOULD contact him/her asking the right questions in order to :
- turn him/her from a suspect to a prospect
- disqualify him/her as a prospect and move on
- find the real buyer or decision maker
- sell your products
Remember! A truly qualified prospect meets all the above. They have the authority to buy – the ability to pay and an unmet need to fulfill.
Here is a quick tip to keep you moving. If you keep eliminating the “NO’ers” you will have more time for the “YES’ers” and that’s the prospects you need to devote more time.
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