Top lead generation companies like The Global Associates constantly strive hard to generate business leads on a regular basis; they usually believe that the sales leads for their industry are unique in characteristics and require specific methods and strategies. While these measures are necessary to generate business leads in good numbers, no doubt, it’s equally important for the salespeople to understand the basic elements that drive sales. Irrespective of the type of industry or the approach you adopt; creating quality opportunities is virtually impossible without a deep understanding of these elements of sales.
One needs to address two basic elements driving sales in order to make their effort to generate business leads more effective and successful. This understanding goes a long way in helping you create and qualify quality sales leads. These two elements are: pain and motivation. Pain is a prerequisite for creating fresh leads, and motivation is essential for the prospect to actually do something to alleviate their pain. You certainly cannot strike a deal if one or both these elements are absent;following is a brief discussion on these essential elements.
- Pain
A prospect is not going to entertain you unless they have a pain. You must identify their main points of pain before approaching them to ensure success. Thorough research about the changing business trends is essential from time to time to find prospects in need of your expertise. Having identified the pain points and requirements of a prospect, you should have a customized solution ready and approach them to take the process forward.
- Motivation
A prospect can live with their pain for an indefinite period of time without doing anything about it if they are not motivated enough. You are never assured of the deal just because they have some kind of pain; judging the level of their motivation first is essential before you invest your time and resources on the lead. Make it a point if you want to effectively generate business leads and take them to the deal closing stage. This lack of motivation could be a result of so many factors- a lack of money, a lack of internal support, a lack of awareness or experience, or a shortage of time.
You need to judge the level of motivation of the prospects in order to effectively generate business leads in this era of ever-intensifying global competition and extremely busy decision-makers. Try taking them forward with you on the sales path; if they hesitate, they don’t have the required motivation. Don’t waste your time, move on to focus on more promising prospects.
