Things to Consider in Qualifying Leads to Prospects

by

KevinBeamer

Generating leads is not the same as selling, but it is the first step of the selling process. In construction industry, construction firms opt for acquiring the services of contractor lead companies to cut the cost of expenses while maximizing the potential of modern technology. Aside from that, most of the competition is gaining benefits from online lead generation that everyone has to keep the track to succeed in the business.

But marketing and selling does not stop with generating leads. When lead generation takes its flight, the next big step required is prospecting. How can a generated lead become a prospect is a big question to most sales professional. There are a lot of factors to consider in prospecting.

In construction business, no service is given for free. Although a person expresses interest on the service, it is important to note that not everybody who does so will avail. There are a lot of instances that leads tend to look at the price of packages without considering the match of service to the need. They also tend to value more on the services without considering first their financial resources.

A construction company offering the best service packages for home construction may not cater to the needs of a road infrastructure project, simply because their people and machineries may not be suitable for the said industry. No matter how cost-effective the service packages are and no matter how interested the contractor lead

is, services should always match with the needs.

It is also important that the lead is authorized to take the deal out of the table. Leads and prospects are not always the decision-makers; clients are. However, leads can be the influencers. Either way, they make up a good candidate for prospects as well. The influencers are the gate-keepers in a sales or marketing deal which may either block the success of a deal or be the reason for the deal to be closed. For example, an engineer is a better contractor lead

than a foreman.

Another qualifying aspect that every lead generator should consider especially in construction businesses is the prospect’s capability to finance the project. A contractor lead

who outwardly expresses his or her incapacity to meet halfway on the cost and terms may not be a good lead and is not a good prospect to do business with.

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Article Source:

ArticleRich.com