Sales Lead Success Checklist

June 16, 2014 Other Suff

Asking the right questions

Here’s a check list of questions to ask yourself to determine if you have the best chance of being successful:

  1. Are you prepared to send requested information immediately?
  2. Do you know what to send in response to different types of inquiries?
  3. Do you have electronic versions for those who want the information by email or by download from your website?
  4. Do you have adequate supplies of printed materials ready for those who prefer them?
  5. Do you have the people, systems and processes in place to get the requested information out the door quickly?
  6. Are you prepared to capture all inquiries in a database for ongoing nurturing and qualification efforts?
  7. Do you have the database ready to go?
  8. Do you have the data entry people or outside services lined up to get the inquirers into the database?
  9. Do you have a program in place to “qualify” sales leads before sending them to your salespeople?
  10. Have you agreed with sales management on which questions to ask in order to determine which leads are qualified?
  11. Have you agreed what information is required to know which sales contacts to route the qualified leads to?
  12. Do you have pro-active programs in place to contact and qualify your leads?
  13. Do you have a process in place for distributing qualified leads to sales contacts as they are identified?
  14. Do you have a program in place to nurture or cultivate your not-yet-qualified leads?
  15. Does your company have a prospect relationship building program in place to keep in touch with these longer-term not-ready-to-buy-yet prospects using email, mail and phone contacts until they are identified as being qualified and ready for sales attention?
  16. Do you know what messages to send as part of your prospect relationship building program?
  17. Do you know how often to contact prospects with these messages?
  18. Do you know what offers to use to get them to further identify their needs and situation so you can determine if they are ready for sales attention?
  19. Do you have a program in place to measure and track the results of your various sales-lead generation, cultivation and sales follow-up programs?

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