Marketing Advisor Update

Sales and marketing tips, insights and advice for service businesses amd companies selling complex or technical products.

Tuesday, May 16, 2006

Filter Your Enquiries to Save Time

As a business owner or service professional you have better things to do than to spend too much time talking with people who will never use your services. You need a system to sort out good prospects from not-so-good ones. This is what I call a filter.

Every week I am contacted by people who need some help with their marketing program. Some are great prospects. But others may really need a different type of marketing suppport than what I provide. Or maybe they are in an industry sector where I don't operate (such as retail or packaged goods manufacturing). Either way I can't afford to spend too much time sorting this out. After all, time is money.

So get yourself a system to 'qualify' your leads. This way you can sort out your good prospects from the rest, and spend your time where it counts.

A good qualifying system is really just a series of questions you ask, and responses you would like to hear from your prospect to indicate they are a good fit for you.

Don't be too shy about this. It is your time you are spending!


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