12 Easy Techniques You Can Master to Quickly Disqualify Leads

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August 30, 2016 | By RGR Marketing Blog

Disqualification Saves Time and Money

Some salespeople are eager to fill their pipelines with as many leads as possible. There’s nothing wrong with that; sales, after all, is a numbers game to a certain extent. More leads equals more opportunities to close a deal.

The problem is that some salespeople are so focused on qualifying leads that they spend too much time trying to close leads that should actually be disqualified.

Seasoned sales professionals know that disqualifying leads is just as important as getting them in the first place. Why? Because getting rid of low-probability leads allows them to focus on the ones more likely to convert.

Now, we’re not suggesting that low-probability leads should simply be tossed out – some of them could still turn into viable prospects, and there’s nothing wrong with working cold leads on your downtime to keep your skills sharp. But time is a valuable asset, so it makes sense to focus on working the leads that have the greatest potential to turn into sales.

Here are 12 tips to help you and your sales team separate the wheat from the chaff.

Establish Your Buyer Criteria

Spend some time thinking about the characteristics of your target customer. Those criteria will vary depending on the nature of your business, but generally, your most promising prospects will have: the authority to pull the trigger, the financial means to purchase, a genuine need for your product, and a timeline for making things happen.

Talk to the Person In Charge

Whether you’re trying to close a deal with a business client or a consumer, you’d do well to speak directly with the decision maker. If you’re selling POS software, that might be the CTO. If you’re selling residential solar panels, the decision-maker might be the wife. The point is to focus your powers of persuasion on the person who actually has the authority to act when the time comes.

Don’t Be Afraid of “No”

Some salespeople avoid asking key qualifying questions because they’re afraid of the answer. Sure, it may be comforting to keep more prospects in your pipeline, but in the end, you’re just wasting time.

Don’t Chase Unresponsive Leads

Now, some leads take time to close, and we’re not suggesting that you give up after two phone calls. But if you’ve called eight times and sent five emails, and haven’t gotten any response, it may be time to put that lead on the quiet list and focus on a prospect with a pulse.

Make Sure the Contact Info Is Valid

Here’s a no-brainer: if a lead’s email address comes back undeliverable and the telephone number connects you to some old lady in Montana, consider that lead thoroughly disqualified.

Verify the Need

One way to qualify (or disqualify) a lead is to make sure they have a genuine business or personal need for what you’re offering. For example, make sure your mortgage lead actually plans on purchasing a home in the near future. If they’re not ready to purchase yet, but are considering buying a home “sometime,” then do sign them up for your email list, but don’t waste time calling them every day.

Check the Budget

A client might need what you have. They might really want what you have. They might even have the authority to make the decision. But if the budget isn’t there, well, good luck making the deal happen.

How Important Is It?

When disqualifying leads, you may find it useful to learn what might happen if they don’t buy from you or a competitor. Is there a pressing deadline? How will not taking action impact their bottom line? Knowing your clients’ pain points can give you ammo to overcome objections, and it can help you suss out the client’s sense of urgency.

Create an Objective

You’re the expert. Real, qualified prospects want you to take the lead. Give them an action item – invite them to a webinar, send them a whitepaper and invite them to get back to you with any questions. You’re creating a next step in the process to make sure they’re engaged.

Know Your Competition

Ask your prospects who else they’ve spoken to about their purchase. If they’re longtime loyal customers of your competition, then they may just be fishing for quotes to use as negotiating leverage with their current provider.

Ensure a Right Fit

It’s always a good idea to find out why your prospect might not buy from you. Are there certain must-haves that they’re not willing to do without? Make sure your product or service truly is a good fit for their needs.

Establish a Timeline

When does your prospect need to resolve their issues? If they have a definite answer, it’s a good sign that they’re ready to take action. If their answer is “sometime” or “before too long,” it’s a strong indication that while they may be interested, they’re not ready to pull the trigger.

Stay Focused!

We hope these tips help you and your sales team zero in on the most promising prospects and get rid of those who might just clog up your sales pipeline. Happy selling!

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Disqualification Saves Time and Money

Establish Your Buyer Criteria

Talk to the Person In Charge

Don’t Be Afraid of “No”

Don’t Chase Unresponsive Leads

Make Sure the Contact Info Is Valid

Verify the Need

Check the Budget

How Important Is It?

Create an Objective

Know Your Competition

Ensure a Right Fit

Establish a Timeline

Stay Focused!

Start making more
money today!

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Contact Us

Disqualification Saves Time and Money

Establish Your Buyer Criteria

Talk to the Person In Charge

Don’t Be Afraid of “No”

Don’t Chase Unresponsive Leads

Make Sure the Contact Info Is Valid

Verify the Need

Check the Budget

How Important Is It?

Create an Objective

Know Your Competition

Ensure a Right Fit

Establish a Timeline

Stay Focused!

Start making more money today!

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