In order to accomplish lead qualification, you need to create a simple, one-page document that lists all the crucial questions you want to ask or the information you want to elicit. For this, you need to follow a systematic approach so as to provide the best results. Here’s all you need to do:
Go through your customer’s profile:
Firstly, determine your ideal customer profile. Then check whether the target customer fits the criteria put up by you or not. Also, consider the size and type of the company. Know where your ideal customers are located and what the ideal use case is. Go above and beyond the A+ score that’s listed in their prospect record by evaluating each of the criteria that you’ve discussed with your sales team.
Know how to fulfill customer’s needs:
You need to figure out your customer’s needs and employ methodologies to fulfill their wants and needs. Thereafter, you need to learn about the results they want to get and how those results will affect them, their team and their company. You must also take a look at your lead’s activities to see what they’ve been doing on your site. If they have been looking at white papers, blog posts, and webinars, it indicates they are interested in your company. However, if they have been looking at your pricing page or requesting a product demo on your site, it indicates that a lead is showing intent.
Leverage your CRM for lead qualification:
Customer relationship management can be leveraged for an effective lead generation. For that, you need to double check that no one on your sales team is currently working with another lead from the same company. If not, then pass them along! But if they are, make sure you assign that lead to the same representative for following up.
Monitor your competitors:
Identify your competitors. Determine which other vendors have your leads worked with. Try to know if they are evaluating your solution vs. building their own solution. Knowing all these things will give you a great idea if someone is a qualified prospect or not.
Make sure you are selling to the right person:
Take a look at your leads’ job title to make sure they’re in a position of influence before passing them off to sales. Also, try to know their decision-making process. People and departments involved, buying process and time taken to make the buying decision should also be taken into account.
Follow these tips to achieve the maximum lead qualification so that you never waste your marketing efforts on the leads that may not turn out to be fruitful!