Where business comes from is a question that earns the answer, “from the least likeliest sources” in every marketplace in almost every industry. Even in defined customer bases—paper mills, hospitals, supermarket chains—where every potential customer is listed in detailed directories or advertises its visibility, business develops from odd angles and sometimes from odd people.
When you get a lead, you must qualify it immediately.
You have no way of knowing what the situation is unless and until you find out. Call at once. Respond quickly. Send the message you care.
If business is in the pile somewhere, how soon you get to it very well could be an indirect buying queue. Do they want the business? is a question that is asked because it indicates how responsive you might be if you get the business.
The problem is that there is never enough time to keep your existing accounts up and running, so a low priority has to be assigned to lead follow-up. “I know what is going on in my territory” is usually said by those who are close to clueless.
Treat each lead as a Christmas present, no matter when it arrives. Unwrap it as soon as you get it. You may be pleasantly surprised. If it is a lump of coal, you can use it to put some heat on the marketing types for sending it to you.
Larry Potter
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