Determining whether a buyer is qualified used to be the job of the seller. You'd have a few discovery meetings by phone and in person to determine need, fit, and a desire to move forward. Buyers are now taking over the process through search engines and conducting their own research before they ever get on the phone with you.
The good news is: if your website provides the information the prospect needs to move forward with you, you have a qualified opportunity.
The bad news is: if your website is dated and lacking compelling content, you may never know you lost an opportunity. The prospect simply won't include you on their short list.
What kind of experience does your website offer? Is it time for an overhaul?
Here are some articles to help:
Your Role in Building Your New Website
What Type of Saleperson is Your Website?
B2B Marketing - Inbound Marketing is Occurring: Are You In the Market?
A final note: make sure that your website is built in such a way that it is EASY for YOU to make changes and add content. My preference is working with websites using WordPress. Do invest thousands of dollars in a website that make you dependent on the website designer to make any changes or to add content.
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