October 8th, 2009 
Maria Helm If you’re selling to businesses it can be challenging not only getting leads in the door, but what you do with those leads once they’re in. After all, the last thing you want your leads to do is “cool down.” Here are 4 things you might do to keep your leads HOT.
Identify Your Leads
Once you have a lead you need to identify what type of lead they are. Many businesses identify leads as hot, warm or cold depending on what the sales cycle is. Some businesses identify leads based on when they think they’ll be making their purchase of a product or service; 1-3 months, hot, 3-6 months, warm, or 6-9 months, cold.
Another way would be to ask what their budgets are or when they’ll be making their purchasing decision. It could even be that a lead isn’t going to buy for 5 months but they’re ready to spend 4x what someone who is going to buy sooner would spend.
It’s up to you and your business how you’d like to identify you leads but make sure you do it!
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