Is your customer ready to buy?

There is much talk about qualifying potential customers. When you qualify potential customers, you are determining if they are qualified to buy from you. You also need to determine where they are in their buying cycle.

Is the customer ready to buy or just getting ready to buy? Those people who are ready to buy will be ready to put their money down today and make a purchase. Those who are getting ready to buy will likely not buy from you right now no matter what you say or do.

You want to be delivering the right messages depending on whether your potential customers are ready to buy or just getting ready. How do you determine this? If they tell you they are planning to buy, simply ask them when they will be making this purchase. Their answer will tell you where they are at in their buying process.

Once you know where they are at in the buying process you will be able to direct the most appropriate information to them.

Action items:

• Determine if your customer is ready to buy.
• Determine if they are ready to buy now or getting ready to buy.
• Direct appropriate information to them based on where they are at in their buying decision.
  
• Plan your follow up and contact strategy for customers who you determine are just getting ready to buy.