Money: “Do you have room for our product or solution in your budget?” This qualifies the lead and saves you both time by helping you decide which services or products you should steer them toward. It’s not fun for either party to get a lead excited about a solution only to find out they can’t afford it.
Priorities: “Which challenge needs to be solved first? What other solutions are you considering, and when do you plan to decide how to move forward?” Their answer helps you organize and prepare for your next conversations with this lead while also prioritizing this account compared with others.
This one looks complicated, but that’s because it’s the answer to qualifying afghanistan phone number list leads that have a complicated purchasing process. Usually, that’s large enterprises. If you find yourself selling to a lead with a complex procurement process, this may be the best framework for you. Just note that while you might not ask all of these questions, you can still get the answers as you learn more about your prospect’s organization.
Metrics: “ your finances in the short and long term?” As they answer, consider how you can guide them to see the long-term value of partnering with your company. Share case studies and create projections based on their financial data to illustrate how and when they’ll see a return on investment (ROI).
Economic buyer: “Who is responsible for your budget and your profits and loss management?” Ask them whether this person should be involved in a buying committee and when you should bring them to the table.