Over the years, I've had a lot of people come up to me and ask me, "What's this box of veggies all about?..."
I used to take 5-10 minutes with EVERY person and dive deep into how a CSA worked, how to sign up, etc. I could tell some of them were interested, and some weren't, but it would take me a little longer to figure out if they'd be successful.
Years later, I now know how to shorten that process immensely. I've learned how to ask the right questions first, read body language, and determine who is really a serious lead, and who isn't.
This screening process is something called "qualifying your leads" in the marketing space.
Qualifying leads is important because it allows you to focus your precious time and resources on prospects who are more likely to convert into paying customers. If you can find a way to identify and then target the qualified leads, you'll not only see higher conversions, but it will happen a whole lot faster.
So what are the questions and elements we need to be looking for to help us "screen" our leads? In today's episode, I share an acronym used by IBM sales executives called B.A.N.T.
B - Budget
A - Authority
N - Need
T - Timeline
This acronym becomes the starting point for a lively discussion on what information we're trying to glean from our prospect, to help guide the sales conversation. At the end of the day, I want my client to LOVE my product and experience satisfaction. I feel responsible for making sure I don't sell it to someone who isn't a good fit.
Use this podcast to help you develop your own qualifying questions for sales conversations, and consider how you might set these up into a "system" in your customer interactions.
This podcast was sponsored by Local Line, the leading e-commerce platform for the local food system. Try Local Line for your farm today! Local Line is offering a free premium feature for free for one year on top of your paid subscription. Claim your discount by signing up for a Local Line account today and using the coupon code: MDF2023. Head to my special affiliate link to get started: www.mydigitalfarmer.com/localline
Some of the resources mentioned in this episode:My List of Great Market Research Survey Questions -- I send a survey out to my clients every year at the end of the season. Want some ideas for great questions to use? Grab this list here.
Join my free email list! I have a great "email onboarding sequence" that will guide you through the marketing jungle over the course of several months. Each week, you'll get a new email with suggestions and tips to make your marketing better.
Accelerator Group Coaching with Corinna -- get on the wait list for this 15-member group Mastermind and Farm Marketing School experience.
Sign up for my CSA Academy -- and get access to my CSA member resource library to use for your own CSA (as long as you're a paying member). Use coupon code TRIAL to get your first month for $1.
Find my Facebook group for farmers!
Follow me on Instagram for a daily IG story tip on marketing! @mydigitalfarmer
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265 15 Creative Ways to use Coupon Codes for Online Farm Sales (Part 2)
BONUS: Join My FREE Coupon Code Challenge for Farmers this June
264 15 Creative Ways to use Coupon Codes for Online Farm Sales (Part 1)
263 Interview with Farmhand: 101 Guide to Using SMS Texting in Your Farm Marketing Strategy
262 What do I SAY to attract more farm customers?
261 Is This Thought Holding You Back in Your Farm Business?
260 The TLCF Marketing Formula for Farms
259 If I Only Had 2 Hours to Do Farm Marketing, What Would I Do?
258 Auditing Your Online Store for Better Conversion
257 What is Your Farm Product's Conversion Rate?
256 Customer Onboarding Ideas for Your Farm Products
255 The 8 Step Farm Marketing Framework
254 How to Market a Flower CSA - with the Dirt on Flowers Podcast
253 How to Build a Spring Plant Sale Promo Campaign
252 How to Monetize Your Farm's YouTube Channel for Passive Income
251 Case Study: Scaling a Direct to Consumer Farm Biz with Grass Powered Poultry and Meats
250 Indirect v. Direct Social Posts: What's the Difference?
249 Engineering Habits around Your Farm Product
248 How to Write an Email Promo Sequence for Your Farm Signature Product
247 Case Study: Rudy Lane Flower Farm's Subscription Promo Campaign
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