You put in a lot of effort on the prospects who talk nicely and show interest to effectively maximize sales lead generation, but some of these customers may live with their pain for years and keep you waiting endlessly. One must make sure before devoting time and resources that a customer is motivated enough to alleviate their pain. You can get a fair idea about their level of motivation by breaking down the factors of motivation and judging how your customer fares on them.
Some of these factors are as follows:
· Internal support of the organization to go ahead with the plan to do something about the problem;
· Availability of funds to implement the plan;
· The expertise to adopt the solution; and
· The courage and experience to experiment with something revolutionary.
How to judge their motivation:
Encourage the customer to come forward with you in the sales process; if they hesitate, they simply don’t have the required motivation to solve their issues. They are unlikely to award the deal soon, it’s better to focus on more promising leads. You need to have an effective follow-up program to keep these customers in the loop to see if they buy from you in future.
You must judge the motivation levels of your customers to make your sales lead generation effort more effective and successful. Trying to convince an unmotivated customer may take a lot of time and effort, it’s more prudent to move on to more motivated customers to get better results.