A normal sale would involve a willing buyer and a willing seller and the procedure for finding the prospective buyer or sales leads might vary depending on whatever it is that one is selling. When selling goods and services one needs to find potential customers first. A potential customer is also known as a prospect or sales leads. This actually means that a sales person has identified sales leads with characteristics that suggest he/she is interested in the goods or services. This is identified by obtaining information on several people and finding out the few that will probably have a need of a specific good or service that is being offered. Sales leads are generated in a number of ways for example the leads can be in the form of inquires. If these leads are handled with utmost professionalism they might eventually lead to actual sales in the future.
Inquiries come from emails, web posts or telephone calls made to the company offering the goods or services. In some cases sales leads are not generated through inquiries and sales people have to be contracted to handle this. This consumes a lot of time and it is important the sales and marketing people work hard to look out for potential sales leads. These sales leads can come from many sources that include promotions or sales clinics, referrals, friends and family contacts, news articles, internet forums, corporate advertisements, word of mouth and data mining. With some of the sales leads generated the sales team will have to wait for feedback while with others they will have to contact the prospective sales leads. The most important thing to consider is identifying a need for the good or service to prospective sales leads. This will lead one to several other aspects they need to consider.
After getting a number of sales leads, they are not immediately contacted because not all the leads will hold the potential of becoming real sales prospects. This is because some prospective sales leads may not be the key decision makers, some may lack the financial capacity to afford the product and some sales leads may have already purchased a similar product, others may not have the requirements of purchasing the product and lastly others may not be available to contact. These are some of the most important issues to consider before classifying contacts as sales leads. Others may include timing the sales leads where by some products are known to be usable only in a particular time of the year.
Product knowledge is very important when generating sales leads because this gives the various sales people different reasons of interesting a person in the products. When looking for sales leads it is important that the sales and marketing departments work in harmony. The marketing department is responsible for coming up with the sales leads while the sales department is the one responsible for making the leas into actual sales. There are few aspects that should be avoided in the process of looking for sales leads and this will include not being too greedy, do not envy competitors achievements, do not insist if someone is not interested. Turning sales leads into actual sales requires tact, creativity and patience.