Acquiring new customers (as well as getting current ones to buy even more) is the goal of any business. That’s why attracting potential customers and qualifying these leads is essential.
In fact, a very efficient way to do this is through Inbound Marketing .
The tools in this Digital Marketing south africa telegram data strategy allow for such detailed analyses of lead behavior that they confirm a somewhat obvious truth: not all leads are the same!
And performing effective lead qualification , identifying who the company knows and who knows the company, is the topic of this content — and the next step to maximizing your conversion rates!
What are qualified leads?
We can talk about two things when we talk about lead qualification :
- How much we know the lead ;
- Or how close the lead is to making a purchase .
In the first case, “getting to google spam update june 2024 know” the lead is when we obtain one or more pieces of information about their profile that qualify them for certain groups of interactions.
In addition to the second case being self-explanatory (buy, buy!), the qualified lead already has knowledge about the company — either because they studied it on their own or because they are familiar with the brand’s Marketing actions .
Despite being similar, see qatar data how different these qualification requirements are:
- One measures how much we know the lead ;
- The other measures how much the lead knows us !
What is lead qualification and what is the purpose?
The great advantage of this story of classifying leads as qualified or not is the clarity to invest only enough resources to obtain the maximum number of conversions based on people’s level of familiarity with the brand.
In an Inbound Marketing strategy , for example, the number of new leads can reach such high numbers that, if not categorized correctly , they can waste resources or worse: not make as much profit as they could!
Think about it from the perspective of the sales team in sync with Marketing data: when specialists know who to sell to , they waste less time on leads who still have doubts…
Nutrition (which is the elimination of these doubts) is delegated to Digital Marketing, which has technologies such as automation to personalize future communications with leads and educate them for future sales .
The time left over in the sales sector is invested in more leads with high purchasing potential — which increases conversion and business profitability !
Tip: How to sell more: increase sales by 600% in (just) 11 steps
The main lead qualification strategies: how to do it?
Define qualification criteria
Criteria are pieces of information that, when met, classify a lead from ” unqualified ” to ” qualified .”
The needs that create the criteria to be use vary from company to company (or from project to project), but may contain generalize requirements, such as:
- Of the interest expressed;
- Demographic data (age, gender, city, etc.);
- Or browsing behavior on the website, blog or application, among other examples.