Not every customer who walks in your door or visits your website is equal. Some are just browsing. Others are actively looking and have money in hand. So how do you tell them apart? The answer is to “qualify” them first. You’ll focus on those who are most likely to buy. And customers get what they need—so you’ll have fewer returns. Try posing these questions to help qualify your small business sales prospects.
To qualify a customer, determine if an individual is likely to buy from you. You might be able to tell from their behavior. Or ask a question that helps you take their buying temperature. You can also stay in your sweet spot by focusing your marketing efforts on people who fit your target. Here are factors to look for:
The more times you can answer “yes” to these questions, the more effort you should devote to that customer. But be careful not to dismiss a customer who doesn’t respond affirmatively today. They may be a prospect tomorrow so include them in your ongoing communication, perhaps on your Facebook page.