Top business lead generation companies like The Global Associates know the importance of judging the level of motivation of a prospect before going full steam after them to have a more effective lead generation campaign in the year 2021. It’s necessary for business lead generation companies to understand the fact that a customer might have nagging issues, but they are likely to live with their pain for an indefinite period of time if they lack motivation to do something about them.
You are of course encouraged to invest time and effort on the prospects who talk nicely and seem interested, however, they can still keep you waiting indefinitely if they are not motivated enough. Judging the level of motivation of a customer thus assumes significance before you go full steam with the lead. This is easier said than done. You should have a process in place to do it precisely. It’s advisable to break down the factors of motivation and see how a prospect scores on those fronts. Let’s discuss some of these factors here.
- Do they have internal support of the management to go ahead with their plan to alleviate their pain?
- Do they have sufficient funds to implement such a plan?
- Do they possess the knowhow to adopt the solution advised by you?
- Do they have the courage and experience in their industry to embrace something revolutionary?
A practical way of determining their level of motivation is to encourage them to come along on the way forward. If they are motivated enough, they’ll willingly come forward, discuss the features of your solution, and ultimately buy from you. Business lead generation companies should be smart enough to move on and focus on other promising leads if they hesitate. You shouldn’t of course give them up completely. Keep them in a loop with an effective follow-up program.
Lead qualification is an essential part of the sales process for business lead generation companies, which must always begin with judging the level of motivation of the customer. If you find that a prospect lacks motivation, better shift your focus to more promising leads instead of wasting time and resources on this one.