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Make it easy for your leads to take action. Present the next steps clearly to them and quickly. When will a decision be made on the product/service that you are offering?  The answer plays a large part in how you prioritize your leads.  To whom do you devote your energies right now, the Fortune 500 lead who plans to purchase in 18 months, or the three-year-old outfit with $2 million in sales with an immediate need?

If your company is firmly established and a leader in its field, your outlook is quite different than that of an entrepreneur in the early stages of growth.  Sure, the entrepreneur would like to grab some Mr. Fortune 500’s business, but, hey, 18 months out?  For a start-up, that is an eternity.  The lifeblood of a start-up is cash, and cash comes from sales. Remember: AIDA: Attention-Interest-Desire-Action.

These are the four steps you need to take your audience through if you want them to buy your product.

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Posted by Joanna Stasuk

Working with Bartizan's sales and business development teams, Joanna is responsible for Bartizan's marketing activities. Joanna did her undergraduate work at SUNY Stony Brook in the early 1990's and received her MBA in Marketing from Long Island University in 2007. Prior to receiving her MBA she worked in Marketing and Development capacities in New York City and Long Island at the Leo Castelli Gallery, The Friends for Long Island's Heritage, an Italian wine importer, and most recently at the Garden City Group, Inc.

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