Norton Accounting Services March 2019

Norton Accounting Services, LLC

PRST STD US POSTAGE PAID BOISE, ID PERMIT 411

THE REAL ESTATE TAX PRO ™

NortonAccountingServices.com 985-640-6072 Info@NortonAccountingServices.com

1527 Gause Blvd. Ste. 132 Slidell, LA 70458

INSIDE THIS ISSUE From the Desk of Bob PAGE 1 The Best of March Madness PAGE 1 The Curious Case of the Disappearing Flags PAGE 2 How to Make Your Sailing Dreams Come True PAGE 3 Take a Break PAGE 3 Beet, Mint, and Ricotta Hummus PAGE 3 3 Ways to Qualify Your Prospects PAGE 4

ARE YOU QUALIFYING YOUR PROSPECTS? 3 Questions to Ensure You Obtain the Right Clients

closer to that threshold, ask yourself if it’s worth continuing that relationship.

The shotgun lead generation approach is both ineffective and inefficient. For years, businesses put the power of decision-making in the hands of the consumer. Companies chased after any opportunity to put their name in front of a lead, hoping their skills would lead to a conversion. It wasn’t until recently that marketing and lead generation trends flipped the tables. Rather than an organization spraying out strategies across every feasible medium, new tactics implement a more targeted approach to get the right clients. Here are three questions you can ask to qualify your prospects.

DOES THE PROSPECT ALIGNWITH YOUR VALUES?

Youmay attract the right lead, and youmight be able to convert that lead efficiently, but that doesn’t mean they are the right fit for your company. Above all else, a client needs tomatch your core values. Your team is a direct reflection of your company, but so are your clients. By qualifying your prospects effectively, you’ll increase client retention, improve client satisfaction, and create rave followers. Rather than trying to find leads under any rock you can turn over, ask these three questions about each prospect, and you’ll find more success in business.

HOW MUCH TIME ARE YOUWILLING TO SPEND ON A LEAD? Once you understand the type of client you’re looking for, the next step is to designate how much time you’re willing to spend fostering a connection. Just because someone fits what you’re looking for doesn’t mean they are worth the time investment. Some of your ideal prospects will demand excessive time from your team, making the cost of client acquisition even higher. Set a maximum amount of time you’re willing to dedicate to a lead, and as you get

WHAT DOES YOUR IDEAL PROSPECT LOOK LIKE? Rather than taking any client they can get, a smart business owner focuses their attention toward the leads they want. It’s important to focus on candidates in a specific demographic. Doing

business with those who match your requirements will result in happier clients and better relationships.

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