How to Qualify a Lead in 10 Seconds Flat
When you're in a high-stakes environment like a trade show, every second counts when it comes to qualifying a lead. Qualifying a sales lead is an information gathering expedition. You're trying to find out what you need as quickly as possible to make the right call — lead or looker?
If you want to qualify a lead in ten seconds flat, there are three key things to keep in mind.
Never Forget Your Buyer Profile
Does the person you're talking to match up with the buyer profile you crafted for this show?
Are they interested in what you have to say? Do they already show signs of intent?
Your impression of your visitor at this point will dictate whether you should keep going or politely excuse yourself.
Ask the Right Questions
Start by thinking to yourself “What do I need to know about this person to determine whether they're a good fit for what I'm offering?”
Having some prepared questions in advance can speed this along. But choosing the questions that will get the most honest responses will be a product of your show floor experience.
What Are This Person's Needs?
Finally, you'll want to mentally examine the conversation from the lead's perspective. Do they have a particular problem that only your product or service can solve?
Think about their decision-making process. If this 10-second conversation lasted for another 30 minutes, what would the end result be? Would they have moved from awareness to consideration to decision?
This can save you time and it saves your lead time, too. When you and your lead can efficiently determine a fit, your relationship is off to a great start.