Time to Rethink BANT
Direct Marketing's Responsibility
Collect contact information
Qualify and confirm
Nurture and cultivate
Measure and report results
Advocate the company and solution
Discover the needs of the buyer
Craft a solution to meet the needs
Present the solution and its value
Gain agreement to engage
Sample APNRP Qualification Questions
1. Please confirm a little information about your company:
a. How many employees do you have?
[ ] Under 250
[ ] 251 - 500
[ ] 500+
b. What industry are you in?
[ ] Please select:
[insert sample list here]
2. If you were to buy a solution in the area of [ABC], how involved would you be in evaluation, recommendation or final purchase authorization?
a. Initial evaluation
b. Review of competitive solutions
c. Authorize final purchase
What is your primary purpose for responding today?
a. Looking to stay up-to-date on industry trends, developments and benchmarks.
b. Looking to find information on how to address a current issue.
c. Need to find specific information to develop an RFP or RFI.
1. On a scale of 1 to 5 what is your best estimate of the importance of finding new solutions for problems like those [XYZ] product solves? (1 being very important, 5 not important in the next 6 months)
1 2 3 4 5
2. What is your best estimate of when you might consider solutions in the area of [XYZ].
a. We're currently in the process.
b. We're planning to begin in the next 1-2 quarters.
c. I'm uncertain at this time of our plans.
3. Would you like to speak with someone to discuss your needs and possible applications?
1. What would you like us to do with your contact information?