Sales Qualification Easy Cheap Quick and Painless | Front Office Box

Sales qualification can be achieved quickly, and cheaply, using on-line forms.   In our case that means Webrequest, our “swiss army knife” approach to collecting information.

Here’s a real life example of how Paul uses it to qualify his sales opportunities, increase his win rate and reduce his costs of sale.

Paul’s a specialist.  There’s very little about liability insurance that he doesn’t know after 40 years in the business.  There’s also not much he doesn’t know about wasting money chasing deals he isn’t going to get.  Insurance, like investment planning, house remodeling or party arranging, is one of those purchases which get influenced by existing relationships.  Quite often Paul would come up with an eye watering proposal only to discover the prospect wouldn’t buy, because he couldn’t disappoint the brother in law.

In his case a new prospect can involve a plane ride and overnight stay.  Somebody from Oregon calls and asks for a quote. Paul lives on the East Coast.  That’s the best part of $1,000 in cost to make the sales call.

Paul figured he needed an inexpensive method of checking how likely it was he’d  get a fair chance at the business.  That would save him a lot in both time and money.

We persuaded him to use Webrequest.  It’s integrated with our Address Book and easy to use. He could choose his type of questions – open or multiple choice and write his own words.  Webrequest would send an email with a link to the on-line form to the prospect.  The response shows up in the Webrequest reports and also on that individual’s people page.

Here’s the type of questions he asks:

1. How big is your revenue
2. Which industries do you sell to
3. When does your policy renew
4. How much is your renewal quote
5. Who makes the decision to change provider
6. How does that decision get made
7. Who is your existing provider
8. How long have you sourced insurance from that provider

Perversely this is a comfortable method of sales qualification.  It’s always easiest to ask the hard questions right at the start of the sales process, and somehow filling in a form is so much more comfortable for the prospect than a face to face interrogation.

Fast, cheap and painless.  If only sales qualification could always be this easy.

How do you do your sales qualification?  Could Webrequest help you like it does Paul?

Here’s a short video showing how it works for both the customer and the sales rep.

Demonstration

via frontofficebox.com