Get Software Leads While Prospects Work

Communicating to prospects is a natural part of qualifying software leads. But of course, that normally carries the responsibility of contacting them when they’re not too busy.

What if that’s not always the case though?

What if a prospect is busy but at the same time, that busy work is steering right into the direction of your sales process?

Imagine an accountant getting back to their desk. They just finished another of those regular monthly meetings with the CEO/CFO. During the discussion, they got the go-ahead to acquire better accounting software because their current tools were just not cutting it any more. (It could be due to growth issues, larger workforce, more money being circulated etc.)

In any case, wouldn’t it be incredibly convenient for them if they just got a message from a promising software firm such as yours? It’d at least give them an option to start with. You also have the equally promising possibility of being found online after a quick Google search.

Either way, it’s clearly a prospect is quite busy and that’s exactly why they’d like to have a word with you.

Like any opportunity though, you have to careful because their urgency could easily take them over to a competitor. So whenever you encounter a prospect with a sudden and immediate need, here’s how you qualify them:

• Ask for their budget – First and foremost, you should know how much leeway a prospect’s been given in their purchasing decisions. Urgent needs lose their significance when you realize they don’t have enough to pay for their services.


• How immediate is their need – Sometimes urgency can vary among prospects. Some would want to get their hands on the first tool that gets their attention. Others would like to browse a bit before going on ahead.


• How serious is their need – Being immediate doesn’t always make for a serious need. Sometimes they just want the tools so that they can move on to more important tasks. Other times the need is serious enough that they take a lot of time to evaluate before the sales appointment.


• They’ll likely use it straight out of the box – Think of it like using a new toothbrush straight after grocery shopping or popping batteries to replace dead ones in your remote. Prospects who finally decide on a sales appointment have a similar need to get straight to using the tools.

If a prospect carries a busy mood when they engage your business, you have to get busy as well. All of you have work to do so qualify without delay and quickly cover the important points of their budgets and requirements.

via Business 2 Community http://ift.tt/1oiFTsq