{"id":8728,"date":"2014-08-01T11:21:49","date_gmt":"2014-08-01T10:21:49","guid":{"rendered":"https:\/\/www.anytrades.co.uk\/guides\/?p=215"},"modified":"2014-08-01T11:21:49","modified_gmt":"2014-08-01T10:21:49","slug":"defining-good-b2b-lead","status":"publish","type":"post","link":"https:\/\/www.local-quotes.co.uk\/guides\/pros\/defining-good-b2b-lead\/","title":{"rendered":"Defining a good B2B lead"},"content":{"rendered":"<p>In business to business, the products or services involved usually command a high price. This is the opposite to B2C, which are relatively low cost and supported by advertising or bought on the spot. In B2B it\u2019s more likely that a great deal of consideration will be required before making a purchase. <\/p>\n<p>This is why leads drive the B2B market. With excellent leads, the lack of advertising can be made up for and the following questions can be answered:<br \/>\n<!--more--><\/p>\n<ul>\n<li>Who are you?<\/li>\n<li>What do you do?<\/li>\n<li>Are you interested in my product or service?<\/li>\n<li>Can you afford it?<\/li>\n<li>When do you want to buy it?<\/li>\n<\/ul>\n<p>Even with these leads, there is no guarantee of a sale. Of course, what it does give you though is an opportunity to make a sale. <\/p>\n<p>With every lead that comes in, it\u2019s crucial to take these points into consideration:<\/p>\n<ul>\n<li><strong>Have you asked the right questions?<\/strong> You don\u2019t want to waste time on a lead which won\u2019t sell, so ensure to get the right questions asked as quickly as possible so you can ascertain the lead quality.<\/li>\n<li><strong>Have you asked too many questions? <\/strong>If you ask too much you can easily discourage potential customers. This is typical when you ask for a form to be completed.<\/li>\n<li><strong>Are they in a position to make a decision?<\/strong> What role does this person have in their business? Are they the decision maker? You need to talk to someone with the purchasing authority.<\/li>\n<li><strong>Have you got the correct details?<\/strong> It\u2019s easy to make a spelling mistake, especially on email addresses, so ensure you have the correct details.<\/li>\n<li><strong>Why have they completed the form?<\/strong> A good lead will have completed the form to make a purchase at some point. Some may have done it for research purposes which can become a stronger lead later down the line.<\/li>\n<p>What\u2019s important to remember is that every lead has potential and as long as you ask the right questions and have the correct information, you can ensure getting a good turnover of leads. <\/p>\n","protected":false},"excerpt":{"rendered":"<p>In business to business, the products or services involved usually command a high price. This is the opposite to B2C, which are relatively low cost &#8230; <\/p>\n<p class=\"read-more-container\"><a title=\"Defining a good B2B lead\" class=\"read-more button\" href=\"https:\/\/www.local-quotes.co.uk\/guides\/pros\/defining-good-b2b-lead\/#more-8728\" aria-label=\"Read more about Defining a good B2B lead\">Read more<\/a><\/p>\n","protected":false},"author":1,"featured_media":1188,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_uag_custom_page_level_css":"","footnotes":""},"categories":[1390,1383,1382],"tags":[1419],"class_list":["post-8728","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-tips-advice","category-lead-generation","category-pros","tag-b2b-leads","infinite-scroll-item","masonry-post","generate-columns","tablet-grid-50","mobile-grid-100","grid-parent","grid-33"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.7 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Defining a good B2B lead - Local Quotes Blog<\/title>\n<meta name=\"description\" content=\"Business to business leads are vital for your company, so it&#039;s important to know all the elements that&#039;ll make up a good one. 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