Lead Qualification is an extremely important aspect of business – and it can have a huge impact on your sales results! So what the heck is it and how do you do it? Well, lead qualification is the process of gathering up information from a suspected client (you can move on to calling him a prospect and then a lead, depending on the stage of the sales pipeline he’s on) until you have made them your customer or until you are told that they aren’t interested in your product or service. How do you go about qualifying leads in the first place? Well, here are three basic steps you can follow, to begin with.
Using Lead Qualification to improve your Sales Results: Basic Steps
The first step is analysis. This means taking the contacts you make and comparing them to your current customers the identify common likes and interests. This can be anything from the size of their company, what industry they are in, or even what location. Try to gather as many details as possible and figure out what makes your existing customer purchase from you and why your new contact might also purchase for the same reason.
Next, you will want to gather the information in a tool you find best suitable to manage your lead qualification process. I may be biased when suggesting Pipefy’s Lead Qualification Template, but it was specially developed to help you organize and identify future contacts and existing clients that have the same needs. Make sure to list as many details as possible so cross referencing is quick, easy, and comprehensive. Your future self will thank you for all the hard work when you have an intricate network of prospects to choose from!
Lastly, you will want to rank each prospect. This is usually done on a 1-10 scale and can tell you how likely the prospect is to purchase. A prospect with a rating of 2 is not very likely to make a purchase anytime soon while a prospect with a rating of 9 will very likely purchase frequently. You can determine the numbers by testing it out on your current customer database. This can also help you determine who you will market to and how aggressively you do so.
Qualify your Leads with Pipefy!
Pipefy’s Lead Qualification Template will improve the quality of your sales processes by providing all the needed resources for your team to identify and get in touch with the best leads everyday. Identify all the best opportunities, prioritize leads and keep all your contact information in one place.