Lead qualification checklist

[Nano Hendrik]

[in het Nederlands: prospect kwalificatie checklist.]

 

Ik ben bezig een checklist op te stellen om de waarde van een potentiële klant te bepalen. Tijdens de zoektocht naar een soort van template kwam ik de volgende link over het verkoop proces tegen:

 

What is your sale process...

 

Interessant stuk wat ik jullie niet wil onthouden. Maar de checklist: onderaan deze post staat in het engels uitgelegd hoe je hem opstelt.

 

mijn vraag:

Heeft iemand een template voor zo'n checklist??

 

 

 

* Analyze. Start with the exact information you need to have in order to automatically qualify or disqualify a suspect? To do this, take a very close look at the profiles of your best customers. Define their common characteristics. Are there similarities between them (i.e. their company size, industry, market, needs, values/interests of the buyer, behavior patterns)? Be as specific as you can be and include both psychographic and demographic attributes. Essentially you are hunting for what information you absolutely have to have in order to identify and move the contact from a suspect to a prospect, from a prospect to a lead, and from a lead to a customer?

 

* Gather. Once you've determined the information you need, create a qualification checklist to help you capture the information. Be sure to include basic contact information, as well as a list of the top 8-10 characteristics from your analysis. Once you've created a checklist, put it to work immediately. We recommend making electronic copies available to all of your salespeople, or better yet, incorporating it into your customer relationship management tool. Also, go back and use this checklist with the suspects, prospects, and leads in your current pipeline. Have you gathered all the critical information for each of the opportunities you're already working on?

 

* Rank. Once you've gathered the necessary information, use it to rank each of your new and existing opportunities. For example, calculate how many of the 8-10 characteristics align with your prospect and use the data to calculate the quality of the lead (such as COLD=0-3, WARM=4-7, HOT = 7+). Test this against your current pipeline. Are there good leads you're neglecting and cold ones you're spending too much time on?