Why get a sales qualified lead? It is always difficult to find great clients. Don’t spend time searching for what will amount to a deadbeat client or a client who will simply not care about your sale. Such an approach can lead to a disaster. You must have a pipeline complete with great prospects. Furthermore, you must have sales and marketing teams that do not get in the way of each other.
What Are Sales Qualified Leads?
Qualified prospects are individuals who need your company’s service and who have the money necessary to pay for this service. Some sales representatives have to spend extra time researching sales qualified leads to determine if they are qualified. In turn, this hurts volume and can cost your company money.
Is The Sales Qualified Lead A Decision-Maker?
To find a sales qualified lead, it is important to consider many factors when looking at a prospective lead. It is important to determine if a sales qualified lead is a decision maker for a firm. Also, in B2C scenarios, the decision maker may be a spouse or parent.
Learn About Your Customer
Gather details about what the customer already has to determine if the customer may be interested in your service. For example, if you are selling a better cable TV package, find out if your customer already has cable TV. Gathering these details can help you determine if your service will be a great fit for the customer.
Find out if it is possible for your customer to switch from one product to yours. For instance, your customer may have signed a contract. If so, he or she will not be able to immediately opt out of. Thus, find out when the contract expires and whether the customer is likely to want to switch to a different product once the contract expires.
Ask your customer about how he or she feels about the product currently. It may be possible to remind your customer of how he or she is dissatisfied with the product. From there, you can then compare the product your customer is currently using to the product your company is offering.
Grade Prospective Leads
In order to be efficient, your firm should develop a system in which it grades sales leads. Now they can determine which sales leads will be most likely to make a purchase. Grading individual leads may seem time-consuming. However, trying to sell to customers who have not been qualified is much more time-consuming and expensive. Also, in some cases, qualifying sales leads can be done automatically.
In addition to other qualifying factors mentioned above, customers may be graded based on how they have reacted to marketing efforts. For instance, if a customer is very active on a website or if a customer often answers marketing calls, this is an indication that he or she is more likely to be a qualified lead and may lead to a sale.
Create a Customer Profile
Examine your existing customers and create a customer profile that can be used to determine whether a new customer is likely to be a qualified lead. If your product is expensive, for instance, your leads will likely live in areas where homes are more expensive. Consider whether your customers are more likely to be younger or older, richer or poorer, male or female, or have any other characteristics. If you are unsure, provide existing customers with a survey to determine the demographics of your clientele.
The Internet Has Lead to Leads Being Plentiful
In the past, the most challenging part of finding a qualified lead was to find any lead at all. However, in the age of the Internet, businesses have access to billions of customers worldwide. The challenge now rests in trying to filter out the enormous pool of prospective leads in order to find the much smaller pool of customers who will be the most likely to purchase your product or service.
Use Appropriate Marketing Methods
Use marketing methods that qualify sales leads. Find out where your prospective sales leads are most likely to go. For example, when selling products that are used to upgrade a car, one great place to market is a magazine targeting car enthusiasts. By marketing to this specific publication, customers are more likely to show an interest in your product and less time will be spent trying to sell to them.
Make Sure Your Product Is Really Better
In some cases, your product will not actually be better than the product of the consumer. If this occurs, it may not be possible that you will be able to persuade the customer to switch over to you. Under these circumstances, it is often best to be respectful of the customer’s decision and to simply offer the product at a discount in the future if the customer later discovers that the product is defective or breaks down. Respect is always one of the best ways to find a sales qualified lead.
Your approach to qualifying leads may need to undergo change over time. However, with several modifications and tweaks, you will be able to find the winning formula that will put the time of your sales team to good use. Having a sales qualified lead will increase the number of conversions and will also increase the number of signed agreements. Also, by having more conversions, employee morale will be better. Are there any other ways you qualify your sales leads? If you’d like to share, please post in the comments below.
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