Take Time To Qualify Your International Leads

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?

CindyKing.biz International Sales

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?

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

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

Need Help?

Need instructions?

• Instructions on how to use Your International Sales Road Map

Need to see where this fits in?

• A complete list of current Core Business Guides & Sub Guides for Your International Sales Road Map.

Still confused? Review your answers in the first Core Business Guide

• Core Business Guide 1 - Discover Your International Business

Simply click on one of the 8 different color coded boxes immediately below to access other core business guides.

Cindy King is a Cross-Cultural Marketer and International Sales Specialist, with over 25 years field experience in international business development. Learn how you can get more international sales