Focusing on quality sales leads will not only make closing the sale easier; you will need less of them and clients tend to spend more, refer more, and be easier to work with.

If you want to simplify closing the sale so that you are helping your client to buy rather than having to get pushy then then here are 4 things you need to look out for:
A good fit with your business

When we know what an ideal client looks like then it makes it easier to tell whether it’s worth spending time going through the sales process with a specific prospect.

There is no point in going through the motions of the sales process if there is not a good fit between the type of client we are seeking and the type of supplier the prospect is seeking. We are unlikely to close the sale or – even worse – we win the sale and live to regret it!
The motive to buy

Finding potential clients that fit your profile of an ideal client is not enough. They need to have the motive to buy. This is not us thinking “they should want to buy my stuff”. Its recognising that your prospective clients have some kind of fear, worry, frustration, or struggle they are trying to solve that you are able to help them with.

If they do not have a compelling reason to switch supplier or spend more money, the chances are they won’t. So you can go through the whole sales process with someone without a clear motive and at the first talk of money they will disappear off the planet!
The means to buy

You could have a prospect with the right fit and a strong buying motive but they do not have the means to buy. Now this depends on how strong the motive is. The stronger the emotional driver, the more likely they will be to find the money.

Building in some kind of payment options could help but the important thing to remember is that if the motive is big enough and you have niched well enough so that there is little alternative, then they will find the money without you needing to lower your prices.
The intention to buy

At any one time, only a small proportion of your leads will be ready to buy right now. For what ever reason, the timing is not right. Taking them through the whole sales process before they are ready is not only a waste of time. It could mean that when they are ready to buy that they end up buying from someone else.

The important think here is we need a way of following up and nurturing your prospects so that they remember you – without being annoying. There are also things you can do to motivate prospects to bring forward their buying decision.
Summary

If you want to ensure you have quality sales leads going into your sales process so that you make closing the sale easier and you get quality clients that refer you and spend more and are a joy to work with then make sure you have some kind of filtering process early in the sales conversation that looks for:

Fit with your business
The motive to buy
The means to buy; and
The intention to buy

You can make it even easier by building these insights into your marketing campaigns so that all you marketing investment is focused on attracting these kind of people. If you want to find out more about how to do that then take our free mini-course.