5 Simple Steps to Determine the Qualifying Sales Leads
Do you know that qualifying sales leads affect how successful business marketing is? A sales lead is an important thing to pay attention to. These leads will become your loyal customers if you know how to choose and process it. How can we do that? Before you process the sales lead you have, you must know first what the Sales Qualified Leads (SQL) is.
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What is Sales Qualified Leads (SQL)?
SQL or sales qualified lead is a prospective customer that has been through the researched by your company’s marketing and sales team. In short, the SQL is the customer or marketing target that is ready to be implemented with the marketing strategy that you have. And, the success chance on the SQL is much bigger than the non-processed sales leads. It ensures that you will be making good sales to that target.
Simple Steps to Determine the Qualifying Sales Leads
Now, you know what SQL is. The next thing you need to do is the lead qualification process. If we have to describe it in detail, it has a long and complicated process. So, here is the simple version for qualifying the sales leads that you find.
Decide your ideal customers
The first step is deciding the ideal customer for your business. You can do it with your sales and marketing team. Once you find out the perfect customer for your product or service, you can move to the next step.
Look at the customer profile
The next thing to do in qualifying sales leads process is looking at the target profile. In simplest words, you must know whether the target you aim to match with the ideal customer profile that you created before with your team. The best and prospective sales leads are the target that has so many similarities with your ideal customer profile.
It is impossible to find the 100% matched target. However, if you can find at least 80% of similarity, that’s enough. In the business, the strategy is always changing, developing and adapting. You can adjust your strategy to match the lack of 20% that your target has. That will increase the possibility of successful marketing.
Find what the target needs
Once you find the most similar target, you can dive deeper to find more about them. The first and most important thing you must find is their needs. A perfect sql sales qualified lead can be acquired by looking at their needs. Then, you can provide the product or service that matches that needs.
With the matched customer profile or habit, plus you also can provide what they need or their demands, you are much closer to your goal. You can market your product or service to them and you will get the best result.
Find out how they decide to purchase
This is an important part of marketing, especially for the B2B Company. The best leads will decide to purchase within the time range that you can accept. For example, if your company can only wait for three weeks to finish the transaction, while the customer needs a month to make a decision that is not the qualifying sales leads. You can find the other leads that can decide in less than 3 weeks that your company can accept.
Looks for the competitor
Last but not least is the competitor’s existence. It hugely affects the qualifying sales leads the process. Finding out the competitor you will compete with for the same target market, you will know the probability of your marketing will successfully reach its goal for that target market. In short, find the sales lead where you have relatively easy and light competition.
For example, if you find out you face a big company that can provide a similar product or service like yours, but better, it would be better if you retreat a bit and find other targets. Find the sales leads where your competitor has similar or much better if it’s lower strength than your company strength. Once you get all of that, you can meet the requirement for bant leads. It is the lead that matches the budget, authority, needs, and timeline.
Things to Do When You Can’t Find the Best Sales Leads
There are times when you face a wall, even though you have been following the qualifying sales leads steps we mentioned above. You try the target you thought as a good target, but end up with no qualified result at all.
If you face this problem, there is only one thing you need to do. You need to focus on a smaller target. The main problem when the sales lead qualification process doesn’t meet the criteria is your aim too wide. It is easy to do that, indeed. However, you will face with too many elements to consider, plus more competitors to face. In the end, you will have a problem to match the sales leads with your ideal lead’s profile. So, aim to more focused sales leads.
A simple example is this. You aim for meat lover customers to market your product. That is too wide because there are many meat types you can find out there, like beef, chicken, pork or fish. It means if you aim the meat target, you need to face the competitor that focuses on beef, chicken, pork, and fish. That’s hard. And, your qualifying sales leads process won’t produce a good result. The best choice if aim for one of those categories, which is beef, chicken, pork or fish. That will help you to focus on marketing in one category.
After you follow all the steps to find the best sales leads for your company like we explained above, and deal with the problem you might face, you are ready to make sales to your target. The good result will help you to develop your business, as your marketing and transaction run smoothly. You may need to work with the experienced team to get the best result from the process for qualifying sales leads.