It’s one thing to get a lead, but it’s something different altogether to get a
qualified lead… right?
But how do you tell the difference between the two?
Well, there’s a simple metaphor I came across in a course I was doing on
the weekend called BANT.
It stands for:
Budget: do they have the money?
Authority: do they have the authority to make the decision?
Need: do they really need it?
Timing: is it urgent, is there a reason to act now?
With this in mind, next time a lead comes through your system… make sure
you ask questions related to each of the above to them.
Even better, seed your ads so you are more likely to attract someone who
meets all four of these criteria.