How To: Identify A Prospect Worth Pursuing

How many times have you tried to pursue a prospect that ended up not being worth pursuing? In the world of sales, every moment matters. A majority of salespeople are paid only on commissions so not getting the sale means time and money were wasted. It’s important to know that you’re using your time wisely when working in the sales industry, so pursuing prospects that you know are interested is where you should be spending your time.

A recent blogpost by Hubspot, “21 Sales Qualification Questions to Identify Prospects Worth Pursuing”, gave key questions to ask your prospect to designate whether or not they are worth pursuing.

In the blog post, Emma Brudner says, “Not every lead is a good fit for a product or service — no matter how strongly a salesperson believes they are (or wants them to be)”. Just because you think the prospect is a good fit, or you want them to be a good fit so you can get the sale, it doesn’t mean that they will be a good fit. Ensuring that your prospect sees the benefit in your product and really just needs more time to think about making the purchase is important to utilizing your time efficiently. There are a few key questions you should be asking before letting your prospect hang up to make sure that your follow-up email is worth sending.

  1. What’s the business problem you’re seeking to fix?

Understanding what problem the business owner is facing will give you a good idea whether or not the product you’re selling is something that prospect will be interested in. Some products are not a good solution to every problem, and moving on to a prospect that can benefit from your product will be more worth your time.

  1. What are you currently spending on this issue?

Asking this question will give you a good idea whether or not the product you’re selling will fit into their budget. If the product you’re selling is outside of their budget, moving onto a different prospect will be a better option for you. Unless your product will tremendously resolve their issue, the prospect won’t see the benefit in stepping outside of their budget.

  1. When do you need a solution in place by?

Having a concept of how eager the prospect is to fix their issue will give you an idea of how critical it is to the prospect to find a solution. If they have a while to find a solution, they could end up stringing you along instead of making a purchase quickly. As a salesperson, you don’t have time to waste going back and forth with the prospect just to get a sale. It’s more beneficial to your money and time to move on to the next prospect.