Many originators in the commercial equipment finance and leasing industry have a large database of potential leads. Top originators can convert leads into qualified prospects with the potential to become clients. The conversion requires:
Salesmanship: Top originators convince their leads that the originator and his company are the perfect financial solution for the lead's equipment acquisitions.
Investigation: Top originators prequalify their leads from the beginning of their calling efforts to ensure that the lead is a potential customer.
Engagement: Top originators understand that the commercial equipment leasing and finance business is a personal business and that the best leads align with the originator's personal attributes and value proposition.
Persistence: The conversion from a lead, to prospect, to client is a process. Top originators are willing to move their leads through the process in an efficient, systematic approach.
A large database of unqualified leads is strictly a listing of companies. Top originators can convert simple leads into qualified prospects with the real potential of becoming active vendors and end-users. Top originators accept the challenge of creating a meaningful database of qualified prospects which align with their capabilities. Top originators thrive on taking ownership of the process and creating new relationships and new clients.
Survive - Thrive - Lead
This "Sales Tip" is provided by Wheeler Business Consulting.
