Take Time To Qualify Your International Leads
November 10, 2008 by 
cindy
Qualify International Leads
Good sales professionals do not want to waste time on leads that will never turn into sales. This is why they qualify their leads. To concentrate their efforts where they have the most chance of success.
Lead qualification in international sales is also important. The international element can potentially increase your costs in getting leads. So you do not want to waste your efforts.
Remember, a good lead qualification process tells you where to focus your time and effort for a maximum sales.
International Leads Need More Time To Qualify
If you are just starting international sales, lead qualification can be a little tricky. Cross-cultural communication can:
- Make appearance deceiving
- Slow the sales process
- Influence sales timing
This is why you must think about your lead disqualification process very carefully for international sales.
If you disqualify international leads based only on your own assumptions you could disqualify valid leads too soon.
Yes, experience in a specific cultural market does help you to make better disqualification decisions. But, you will also find that your qualification process will probably need to be adjusted for each foreign market you sell to.
International Market Intelligence
There is a major advantage to this different sales process. If you take the time to listen to your international prospects you can learn much more through this direct sales contact than through standard market research.
This is why international sales professionals must communicate closely with their company’s other international sales and marketing staff.
A little bit of good teamwork behind the scenes and some extra analysis on the front lines can give your company a competitive edge.
And who knows, you may see other sales opportunities because you take the time to listen and use company teamwork to respond to new markets.
Balance Your Lead Qualification Process
The lead qualification process can be have a different timing. It can be shorter or it can be longer. Your evaluation process may need to change. But while you adjust to your international lead qualification process, keep in mind the value of:
- Giving your international clients the time to buy
- Getting international market intelligence from direct contact with your foreign markets
A good international lead qualification process is based on balancing these elements into the sales equation.
More From Cindy
Interested in reading more on my personal opinions and experiences on how to connect with international markets?
My Blog On Copywriting For International Markets - CindyKing.biz
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Read The Whole Story
• How can you connect with your international clients?
• What communication do you need to connect with international markets?
• What are the key components of an effective international marketing strategy?
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This is part of the Core Business Guide 6 Run Your International Sales Strategy Be sure to check out the other elements you need to run your international sales strategy |
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And for many businesses this is also a part of the Core Business Guide 4 Build Your International Marketing Strategy Be sure to check out the other elements you need to build your international marketing strategy |
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How To Qualify Your International Lead With The BANTS Formula
July 10, 2008 by cindy
You need to know where your international leads are in their purchase process. This helps you to put up the best lead generation process to get more sales.
Before doing anything, you need a comprehensive definition of what a good lead is to your company. You will also need a scoring or evaluation process to put your leads into the right stage of your lead generation.
This article is part of the Guide To International Lead Generation, which is just one of the marketing strategies in the Business Guide 4 - Build Your International Marketing Strategy essential for effective international business development. Be sure to check them both out.
Qualify with BANTS
This is a simple method to come up with a clear definition on how to qualify your ideal lead. Read more
Fit Your Marketing Pipeline Into Your International Lead Generation Plan
July 8, 2008 by cindy
In my previous articles, you have seen:
- How important it is to have an international marketing pipeline to get sales-ready leads for your business.
- Why it is important to define what a lead is for you and your company
This article is part of the Guide To International Lead Generation, which is just one of the marketing strategies in the Business Guide 4 - Build Your International Marketing Strategy essential for effective international business development. Be sure to check them both out.
Creating Your Marketing Pipeline
Let us look at two different aspects of your international sales system.
- Your lead generation system to increase international business.
- You international marketing pipeline to feed your lead generation system.
There are three parts of your lead generation system. These three parts are what happens prior to your clients buying your products.
1. Lead Generation System For Inquiries
2. Lead Qualification System
3. Lead Nurturing
You need to add an international marketing process parallel to each of these three different parts of your lead generation system. Read more
How To Define Your Internationl Lead And Revise It For Success
July 3, 2008 by cindy
With international lead generation, it is vital to start with the right definition and to qualify all of your leads.
- Start with a clear definition for what a lead is to your company.
- Qualify this definition as precisely as you can.
- Document, track and improve your process.
An accurate definition of your ideal lead gives you a key tool for optimum efficiency within your own business.
This article is part of the Guide To International Lead Generation, which is just one of the marketing strategies in the Business Guide 4 - Build Your International Marketing Strategy essential for effective international business development. Be sure to check them both out.
Define Your Lead And Expect To Revise It
It is also necessary to have an accurate definition of your ideal international lead because your definition is very likely to change as you get to know your international markets better. Read more
