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these are people who don't really want what we are selling, but want something else from us, usually for free! A prospect not only (1) wants what you have, but also has (2) ability to buy and (3) reason to buy now. A true prospect can afford what you're selling. Those are buyers who want what you have, and (2) have the ability to buy, but no particular reason to buy today. Article: The leads marketing delivers to the sales team never seem good enough. Either the leads are "bad" and are wastes of a salesperson's time, or there are just not enough "good" ones. If sales had more good prospects, the chaperon would have more sales. Perhaps sales and marketing could work together more successfully if all acquiescing on what is a lead and what is a prospect. A lead wants what you have, pure and simple. Somehow they've gotten the idea that what you have will improve their situation, so much so that they're willing to raise their hand and identify themselves. You have succeeded in moving them from anonymity. They have "stepped into the light" and are willing to engage with you in conversation, if only temporarily. We describe people at this stage of the buy cycle as Engaged. Sometimes this process reveals that we have a "bad" lead; these are people who don't really want what we are selling, but want something else from us, usually for free! A prospect not only (1) wants what you have, but also has (2) expertise to buy and (3) reason to buy now. A true prospect can cost what you're selling. That means they have leisured -- or can get -- the aggregate needed to make the purchase. Plus they have the vested right to make the purchase; to "sign the check", if you will. A true prospect also has a reason to buy now. Perhaps there's an external animating event that will require them to make a decision soon. Or perhaps they harbor an internal reason -- often emotional in nature -- that carries enough drive to induce them to open up their wallet and buy now. Somewhere needle leads and prospects we have shoppers. Those are buyers who want what you have, and (2) have the resorts to buy, but no particular reason to buy today. Much sales (and marketing) energy is expended converting shoppers into buyers. Prospects are easier to convert, being as how we know they're going to buy from somebody, and soon. The questions we please to ask people who engage with us need to help us understand the answers to those 3 questions. We'll get more positive decisions when we can establish that a lead truly is a prospect. Copyright 2005 Paul Johnson. All rights reserved. Free Profit Cards - Earn Money Every Day. - Premium advertising : unique visitors, free leads, ezine subscribers, e-zine ads, banner impressions, hits, clicks, and more. DxinOne Tutorial. - Earn anywhere between 0.1% - 0.7% per day, compounded daily with e-currency exchange. Long term investment opportunity! Article Index: | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | 13 | 14 | 15 | 16 | 17 | 18 | 19 | 20 | 21 | 22 | 23 | 24 | 25 | 26 | 27 | 28 | 29 | 30 | 31 | 32 | 33 | 34 | 35 | 36 | 37 | 38 | 39 | 40 | 41 | 42 | 43 | 44 | 45 | 46 | 47 | 48 | 49 | 50 | 51 | 52 | 53 | 54 | 55 | 56 | 57 | 58 | 59 | 60 | 61 | 62 | 63 | 64 | 65 | 66 | 67 |
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