Wondering why our best customers have also been our easiest prospects.
When a lead or prospect starts asking all kinds of questions beyond the constraints of the solution or questions because of being suspicious, then the solution is probably not the best match for them. It is clear they miss trust which is very hard to obtain.
In case they then want to discuss before singing up it is clear they want an additional discount for no reason at all.
Return On Investment of leads
So if we do the ROI, we should avoid those leads that:
- Start out with questions before the free trial
- Especially those with more questions after the free trial.
The problem is they seems to invent more and more questions; Apparently they are influenced by other vendors and completely different solutions for other purposes.
Somehow it seems they want to prove your solution isn’t the best on the market as they favor another, but somehow management prefers yours.
The Return On Investment due to all the conversations and discussions becomes too high compared to the revenue or margin that can be obtained from these customers.
Questionable Leads are smaller potentials
Moreover in most cases these Question Leads aren’t the big customers neither. Could it be that big customers haven’t got the time to discuss on tiny issues as they need to move forward to grab further market share, whereas people working at these smaller or less successful companies just have time to spend.
When to stop ?
The question is when do you stop discussing with a potential customer ? You never know if the last question was his last question before he buys.
If you decide to stop with a specific lead, how ? Just tell him into his face ? Or give a false reason for stopping ?
What do you do with those Question Leads ?