Before going full steam after a prospect, it’s mighty important for top B2B demand generation companies like The Global Associates is to determine if they are motivated enough to buy from them. No matter how well B2B demand generation companies present their case, the customer is likely to live with their pain for an indefinite period of time if they lack motivation.
It is quite natural to invest time and effort on the prospects who talk nicely and show interest,however, they can still keep B2B demand generation companies hanging in suspense without actually awarding the deal if they are not motivated enough. So,it becomes imperative to judge the level of motivation of a customer before you go full steam with the lead. This seems to be a nearly impossible task, but follow a process and it’s actually not that difficult. Just break down the factors of motivation and see how your customer scores on those fronts.
some of these factors are listed below.
- Determine if the customer has the internal support to go ahead with their plan to solve their pain.
- Try to find out if they have enough money to implement such a plan.
- Try to judge if they have the know how to adopt the solution.
- Determine if they have the courage and experience to go out of the way to embrace something revolutionary.
You can judge the level of motivation by encouraging the customer to come along on the way forward; if they are motivated enough, they will show interest and ultimately buy from you. If they hesitate, B2B demand generation companies should focus on other more promising leads. Don’t give them up completely, you can keep them in a loop with an effective follow-up program.
Lead qualification is an essential part of the sales process for B2B demand generation companies, which should always begin with judging the motivation level of the customer. If a prospect lacks motivation, it’s better to shift your focus to more promising leads instead of devoting time and resources on this one.