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Qualifying: Essential to sales
January 9th, 2012 at 10:11 am
Posted in Advertising, Featured News, industry news
Sales: A word that many traditional advertising agencies & media groups like to avoid. The measure that the advertising world likes to go by is “Impressions”; but impressions don’t always equal people in your doorway; and people in your doorway don’t always convert into $ in the till.
This is why we encourage our clients to develop and/or improve their sales process. Regardless of how compelling our creative is; despite how many leads we can send through their doors; good advertising can go to waste without a proper sales process to intentionally connect with leads, qualify them & convert them into happy customers.
While each sales process is unique, we believe that most sales systems can be broken into 3 main pieces: Connect ~ Qualify ~ Convert
Many small businesses are so focused on connecting and converting into sales, that they overlook the important step of “Qualifying”.
In sales, qualification can be defined as the process of asserting the value of a potential relationship. In other words: Qualification helps the business and sales lead determine the likelihood of a mutually beneficial relationship.
