When your hot cold call sales leads are really lukewarm

by on February 3, 2010 · 0 Comment POSTED IN: Selling Essentials Info Center

How to determine if your cold call sales leads are hot, cold, or in between?

Have you found, as I have, that cold call sales leads from most traditional sources typically come in a 60/30/10 ratio?
About 60% will be cold or long-term: prospects in the preliminary stages; those without a buying team or funding; tire kickers and consultants. Around 30% will be warm (with some, but not all, of the qualities of a fully qualified prospect), and 10% will be hot.

Cold leads are easiest to identify. And you know what to do with them. But wishful thinking and looming quotas can make a warm lead look a lot hotter than it really is. So the real question is, how do you sort the hot leads, in which you willingly invest a lot of time, from the warm ones, which deserve proportionately less time?

Don’t kid yourself with your cold call sales leads
You must ask a few specific questions, in the following order:

  1. What’s the degree of interest? Is it an urgent need? Or if not, a really big want?
  2. Who else? Is satisfying that need a priority for both your contact and the decision-maker? Do you know or are you assuming so?

Based on material from Craig James

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