Qualified leads are the heart of your sales process.
So, devote more time to qualifying your leads.
Do you know why the majority of businesses fail to close their sales? It’s because the leads in their funnel aren’t highly qualified.
If you do not invest properly in them, someone else will snatch them away from your sales funnel.
But, here arises the question: how will you accomplish that?
You can create a lead qualification checklist or outsource your lead qualification task to a reputable lead qualification service provider.
In this guide, let us discover 5 questions that must be on your lead qualification checklist to succeed in hunting the right prospects for your business.
1. Does My Lead Require My Solution Now Or In The Future?
It is pretty essential to add the above question to your checklist. Because you need to know when exactly your lead will make a purchase.
So, go ahead and ask the question to your lead about their purchasing time. Doing so will help you determine whether the lead you aim for is qualified. Plus, this will also provide you with precise assurance that they are ready to close your sale.
For instance, if your lead specifies a specific timeframe, it’s more than clear that you have hunted a qualified lead there.
2. What Level Of Interest Does My Lead Exhibit?
As a business owner, you know that your lead’s interest says it all! Their interest level determines whether they can commit to your deal. Therefore, finding out the lead’s interest should be at the top of your checklist.
To answer this question, you need to dig around and start looking into your lead’s behavior. For instance, look at the number of times your lead visits your product or the time they spend on your landing pages.
If you’re still unclear about their interest, ask them personally via phone or email. If they show interest, you may label them as your qualified leads.
3. Will My Offering Serve Their Demands?
The next way to determine your qualified leads is by asking an analytical question like, “Is your service centered around their niche?”
It’s worth asking this question because you cannot progress your lead forward if they aren’t looking for the services you offer.
So, first and foremost, find out what companies they are targeting. Does your company fall on its list of targets? Do they require a product similar to yours?
If everything makes sense and fits with your company, they may be categorized as your qualified leads.
4. Is My Lead Willing To Embrace My Solution?
This is where your lead qualification process delves much deeper.
You must be aware that not every lead who expresses interest or fits into your category can be accurately termed a “qualified lead.”
As such, there are a few chances that some might be checking your product to see your pricing, while others might just be seeking to read your ebook, yet others might need a little more time to approach you. You never know!
In other words, the leads that appear qualified on the surface may not be truly qualified. So, to validate the leads that you have qualified, you must find out whether they are ready to embrace your solution.
5. Is My Lead A Decision-Maker?
Last but not least, you know that making a sale requires getting approval from the ultimate decision-maker at a company. Identifying if your lead is that person isn’t always straightforward, but there are some reliable indicators.
If your lead has C-level status, they usually have the purchasing authority needed to decide whether to purchase a product. If in doubt, you can ask key questions such as
- ‘Who should I speak with to discuss solutions for the problem our product solves?’
- ‘Who decides what product or service the company should use?’.
Asking these questions allows salespeople to qualify leads more efficiently and definitively and could save significant time during the qualification process.
The lead qualification process is indeed no joke but quite complex, as 61% of marketers find it challenging to generate high-quality leads (source).
That’s why you must have a lead qualification checklist in hand.
We hope that with the above guide, you will build a great checklist and get ready to buckle up for a ride!
If you are unsure of doing that, you can rely on a lead qualification service provider to take on your work! Do not worry! Whatever you choose, you are on your way to converting more qualified leads for your business!