One great thing about modern advertising is that you can reach a lot of people in a short period of time.
With most advertising methods you can really drill down your advertising so that your message is going out to your ideal customer.
You can target customers by their work, their location, their interests, the interactions they have with your website, and so much more. The list can go on forever.
And with the right offer you can really explode your list of prospective customers.
This is great, especially if you know your metrics and you are sending your message to the right audience.
Seeing tons of new subscribers on your list can be a rush, but consider this.
Sales is not convincing someone to do something you think they should do, or even something that is good for them and will help them. It’s not selling what you have to someone else. It’s disqualifying the people who are in your prospect pool.
Here are 5 questions you need to answer when talking to or going over your prospective clients.
1. Do they have the money?
No amount of desire, no amount of need is going to help your prospect if they don’t even know how they are going to pay rent this month.
2. Do they have the urgency of need?
There is a big difference between want and urgency of need. A person who severs their finger off at work urgently needs to seek medical attention to save their finger.
3. Do they have the ability to say, “Yes”?
“I’m going to have to run this by my boss.”
“I can’t make this decision without my wife.”
These are both going to waste your time. You need to talk to the decision makers. If the prospect cannot make the decision (such as in a business setting) find out who can make the decision and talk to them. If it’s the case of passing the decision to a business partner or a spouse, there is a lack of need.
4. Do they buy into your “Unique Selling Proposition”?
You want these prospects to be fans of you or what you have to offer. No amount of copy or smooth talking is going to convince a person to like you or your product if they don’t believe it or even care about it.
5. Does it fit into their overall plan?
We don’t tend to change direction easily. If your product is not something that fits the prospects current direction, you are asking them to take on a huge task to make it fit. That just doesn’t happen, unless a business is looking to revolutionize the way they do something and come to you with their own microchip design, you will have to put in a lot of work to make this happen.
Now, I understand the resistance to whittling down your list of prospective customers. But think of it this way.
The people on your list who pass all 5 of these questions are going to be your best customers.
Would you rather have a list of 6,000 prospects, or a list of 1,000 raving fans who love you and everything you are doing?
It’s a no brainer for me.