Once you have these leads, however, they might not all be high-quality. So, how do you know which leads to spend your time cultivating?
Start by determining which ones are qualified leads.
As a business, knowing what a qualified lead is will help you focus your attention on those that are most likely to make a purchase with you.
To help you determine which of your leads fall within this category, it helps to implement a lead qualification checklist.
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Why Lead Qualification is Important
Lead qualification is important because it involves evaluating a prospect’s potential for becoming a customer, matching them up against your specific ideal customer profile, and assessing purchasing potential.
It will also allow your reps to focus on the leads that are more likely to produce the results you want – conversions and sales. Your team becomes more productive as a result, focusing on efforts that can pay off.
With a tool such as a lead qualification checklist, which establishes the criteria and process framework, the probability increases that you’re indeed focusing on sales prospects who are most likely to become future customers.
This knowledge will help you lead your ideal customers through the sales funnel more smoothly and successfully.
It can also save you both valuable time and resources and lessen churn rates down the line.
What are 3 Ways of Finding Your Sales Prospects?
Three ways to find qualified sales prospects include the use of lead magnets, pre-qualifying your leads, and finding out why leads turn away from you.
1. The Use of Lead Magnets
Lead magnets are those offers or resources customers can download or otherwise gain access to once they provide you with their contact information.
Often, these are offered to those who are in the first stage of the buyer’s journey and serve as a way to attract them and entice them to learn more about your brand.
Examples of popular lead magnets include eBooks, checklists, tutorials, and free webinars, all geared to some identified pain point of your ideal customer profile.
2. Pre-qualifying of Your Leads
Look for sales prospects by undergoing a pre-qualification of all your leads.
Leads come in all types, and not all of these will be worth your time to target as sales prospects.
Ensure that these leads meet specific criteria by using a lead qualification checklist.
3. Find Out Where and Why Leads Turn Away
Find out why leads are turning away and abandoning your brand, leaving the sales funnel process altogether.
Determine what you need to do to alleviate this issue, and guide them back to being qualified sales prospects.
What is the First Step in Automating the Prospecting Process?
Automation not only saves time but also resources, which many of us have too little of these days.
The first step in automating the prospecting process, then, is to utilize a CRM tool.
Such a tool can help you handle excessive volumes of leads quickly and more efficiently.
Go with an all-in-one platform if you can, as this can save time with the overall process, which includes prospecting, outreach, and final closing.
5 Requirements for a Lead to Be Considered a Qualified Prospect
To remain efficient in your efforts, there are five requirements for a lead to be considered a qualified prospect.
Utilize this checklist to break the process down so you can make it more strategic, manageable, and consistent.
1. The lead is genuinely interested in what you are selling