Knowing how to identify qualified leads is a fundamental task that can be the difference when it comes to having an efficient sales strategy. This is because many companies are unable to identify those people who really have interest and potential to become a customer or those people who are just curious and want to know more about their solutions.
It is perfectly normal for people who are not interested in buying or hiring your company to end up contacting your team, or among your email and phone lists.
Knowing how to differentiate these situations is essential so that there is no waste of time and energy on the part of the team, who need to stop their activities to get in touch with those who will not bring a return to the company. Furthermore, it is also a huge waste of investment.
Therefore, in this article, we will talk about how your team can define and identify qualified leads to contact and increase the number of closed deals.
What are qualified leads?
Firstly, what are considered qualified leads? A qualified lead is a potential customer who has all the requirements to enter into negotiations with your company and purchase your product or service.
Not everyone who accesses your website or provides contact information for the company is a qualified lead, which is why knowing how to identify it is so important.
Qualified leads demonstrate purchasing intent, in addition to having the necessary budget capacity for your solutions, and have a strong tendency to close a deal with your company.
It is important to define the qualified lead to best apply sales strategies.
How to define qualified leads?
Now that we’ve talked about what qualified leads are, let’s understand what we can use to define these leads and find out if they are ideal for your company or not.
The first thing that should be observed is the lead profile. The lead is that user who comes to your company, however, he is not necessarily interested in purchasing your product or service, or he may not fit into the customer profile that the company has.
Therefore, it is necessary to cross-reference the information that this lead offers to your company through the forms with the information from an ideal customer. This way, it is possible to carry out an initial selection, removing those leads that do not have a profile for your company, saving your sales team’s time and energy.
Knowing whether or not the lead intends to close a deal with your company is essential, after all, no one wants to dedicate hours of work for a long time to something that will have no return.
In other words, it is also necessary to know whether the lead actually intends to purchase. Obtaining this information is possible while nurturing this contact, using strategies to do this brief research and understand what this person’s interest is in your company.
Decision-making power in the company
Who is this lead within the company he works for? Does he have enough influence to decide whether or not the purchase can be made? Or can he put you in touch with those who have this decision-making power?
These are all questions that must be asked to better understand who this lead is and whether or not he is qualified. As in the previous item, knowing this information can save a lot of wasted time that could be directed towards negotiating with a person who can actually close a deal with the company.
Another important factor when recognizing qualified leads is the budget that the company has available to invest in its solutions. This is a delicate situation, as you will often find people who have the ideal customer profile, have the intention to purchase and have the power to make that decision, but do not have the necessary budget to do so.
In these situations, it may be necessary to change the focus, continue nurturing the lead, but with news and information about the company and not to close a deal, as it is unlikely to get a return.
Time of purchase
Finally, a characteristic that must be identified to classify qualified leads is the moment in which these leads are located. Each lead may be at a different moment and this requires different strategies and nurturing flows until they are truly ready to close a deal with your company.
Count with ASB Marketing to increase your sales
If you want to implement demand generation strategies in your business, it is of paramount importance to start with planning.
In this scenario, understand your audience, online behavior, preferences and, especially, make an analysis of your competitors and current demands of the market.
Then understand how your sales process works and what characteristics need to be changed to meet your ideal customer profile.
In addition, it is essential to keep in mind that demand generation does not only occur by paid media, on the contrary, inbound marketing actions and demand generation generate very advantageous results for organizations when well employed.
Finally, you can count on an experienced marketing and sales company to support the implementation of these strategies, such as ASB Marketing.
With the best innovative methodologies and tools, ASB Marketing finds its ideal customer and qualifies them through fully automated and personalized email cadence.
When the lead arrives at the purchase decision phase, we only passed on to your commercial team to close the negotiation. With this, we guarantee increased sales, reduction of trade cycle, cost optimization and support in long -term business expansion.
Do you want to know more? Go now and see how ASB Marketing can help your business!