A typical telemarketer makes at least 140 live calls, talks to at least 40 decision-makers, acquires at least 10 fresh contact emails, and sends out reference materials to at least 140 contacts – all in a day’s work. That looks quite a lot to finish in a plate – unless you’re a foodie. Do all these guarantee a Lead? Let’s see. Read more at http://www.callboxinc.com/lead-generation/classification-of-sales-leads-hot-warm-or-cold/

1. Classificationof
SalesLeads
JUDY CAROLL

2. COLD
SALES LEADS COULD BE:
WARMHOT

3. Atypicaltelemarketermakesat
least140livecalls,talkstoat
least40decision-makers,
acquiresatleast10freshcontact
emails,andsendsoutreference
materialstoatleast140contacts
–allinaday’swork.
CLASSIFICATION OF SALES LEADS

4. That looks quite a lot
to finish in a plate
– unless you’re a foodie.

5. a Lead?
Do all these
guarantee

6. Eachqualifiedlead
followsasetof
criteria.
The number of qualified criterion of a certain lead will
determine its classification.
CLASSIFICATION OF SALES LEADS

7. COLD
FIRST IS...
WARMHOT

8. Sizzling and
sumptuous to
your eyes…

9. Yes,it’saLead!
This type of a qualified lead that meets all the
required criteria which most of time is set.

10. Apply the
BANT lead
qualifying
system!
So how to know if
it’s a hot lead?

11. B is for Budget
The prospect has set or prepared a budget and
is just ready for disposal at anytime a project
proposal is approved by the management.

12. Doyouhaveabudget?How
muchisyourbudget?Areyou
willingtoexpend?Whatisyour
budgetrange?
Qualifying questions for this criterion would be:
B IS FOR BUDGET

13. A for Authority
The contact person you speak to could either
be the Person In charge, or the Recommender.
He should have the final word to either say
“yes” or “no” to the proposal.

14. Are you the person in
charge/recommender on this
project? What is your role on
this? Do you solely make
decision on this?
Qualifying questions are:
A FOR AUTHORITY

15. N is for Need
Need would always top the set of qualifying
questions in a telemarketing script. When a
need from the prospect is identified, this
sends a signal of a brewing lead.

16. Areyoulookingintothistypeof
product/servicetoimproveyourprocess?
Whatproduct/serviceareyoucurrently
using?Haveyouencounteredanyissue?
Arethereanyinitiativesfromyour
companytoevaluate/replaceyour
currentsystem?Whatfunctionalitiesare
youlookingat?
Qualifying questions maybe as follows:
N IS FOR NEED

17. T is for Time frame
The point period from the time you spoke
with the prospect to the planned or projected
period of purchase or implementation of the
new product or service.

18. Whendoyouplantopurchase?
Whendoyouplantoimplement
thenewsystem?
Most qualifying questions would be:
T IS FOR TIME FRAME

19. COLD
NEXT IS...
WARMHOT

20. Well-plated and
perfectly
garnished, but
tastes just fine…

21. What’sthemissingingredient?
This qualified lead misses 1 or 2 criteria. But what makes it bagged
the qualifying scale is that a Need was identified and the other 1
or 2 qualified criteria should be able to support the first. In most
cases, the disqualifiers would either be Budget or Time frame.

22. these
leads are
not
wasted.
But don’t get
easily discouraged,

23. They
could
stillbe
nurtured
and you might be
surprise in due time
they’ll be contacting
you again.

24. COLD
LASTLY...
WARMHOT

25. So, who likes a
bowl of cold
soup?

26. A qualified
cold lead has
2 or 3
disqualifiers
and the remaining
qualifier would be
supported by the
prospects agreement to
take a look or compare set
ups between their current
system and yours.

27. and
further
nurturing
isneeded.
This is the kind of
lead which most of
the time is set to KIV
(kept in view),

28. Business success is not
achieved overnight.
It takes time, effort, tools, skills and strategies
to be able to reach your target results.

29. CLASSIFICATION OF SALES LEADS
Look at every
lead as an edible
opportunity.
Imbibe hunger for it. Whether it’s HOT,
WARM, or COLD, it’s still comestible, isn’t it?