When Do You Qualify a Prospect?
I’ll never forget the time I sat down to lunch at an expensive restaurant with a “potential BIG customer.” He ordered an expensive entrée and we got to chatting. The lunch and the location, by the way, were his idea.
So we got to chatting, and it turned out he was an IT guy. Meaning this guy will NEVER buy print from me. Now, maybe he can recommend some colleagues or be a part of a solutions discussion, but the truth of the matter is, I got burned by not qualifying him prior to setting up the meeting. Shame on me.
Blogger, author, consultant, coach and all around evangelist for the graphic arts industry, Kelly sold digital printing for 15 years so she understands the challenges, frustrations and pitfalls of building a successful sales practice. Her mission is to help printers of all sizes sell more stuff. Kelly's areas of focus include sales and marketing coaching, enabling clients to find engagement strategies that work for them and mentoring the next generation of sales superstars.
Kelly graduated from the University of Michigan with a degree in Political Science and, among other notable accomplishments, co-founded the Windy City Rollers, a professional women's roller derby league. She is also the mother of two sets of twins under the age of ten, so she fears nothing.