How to identify good leads

How to identify good leads

What makes a good lead? Find out how to discover the quality of your leads before you waste precious resources.

Sending unqualified leads to your sales force is a time waster and a money loser. If your lead qualification process isn't optimized, you should be worried as a marketer.

A lot of the content concentrates on building and acquiring a strong lead base, but it frequently ignores the definition of a good lead in the first place. This is important because, if you don't know what makes a solid lead, you can be giving your sales team dead ends and wasting time and money.

Even with the huge risks, a lot of marketers don't know a lead is good until they've spent time and effort on it. This blog post will outline the components of a quality lead and assist you in evaluating it before devoting excessive efforts to it.

What makes a good lead?

Any prospective client who has been sufficiently cultivated and is ready to be forwarded to your sales team is generally considered a good lead. In order for these prospective clients to demonstrate that they are a suitable fit for your business, they must also qualify themselves by their behavior.

As a marketer, your job is to collect as many leads as you can, screen them to see which ones are a good fit for your business or product, then follow up with them until they are prepared to buy.

Having stated that, there are four standard traits you ought to search for in a quality sales lead.

1. You have great data on them

A strong lead in the world of digital marketing starts with solid data that comes from a form that is thoughtfully created and placed. The verified contact details and any other information the lead supplies make up the majority of this data. Later on, this information will help qualify and develop the lead.

The following are some instances of the kinds of information you should find out about your lead:

• Telephone number

• Electronic mail address

• Work function

• Spelling their name and title correctly

• Objectives for their industry of business

In the end, any information you find that enables you to proceed with nurturing your lead or certifies them as a good fit is valuable.

2. You know where they are in the buyer’s journey

In order to nurture leads toward a sale, it is essential to comprehend the buyer's path. You can therefore determine whether a lead is prepared to move forward or needs more nurturing by understanding where they are in the process.

Take into consideration the following inquiries to ascertain the lead's position in the buyer's journey:

Is the lead aware of their issue? They are at the Awareness stage if not.

Is the lead knowledgeable about the fixes for that issue? They are in the Education stage if not.

Does the lead believe that using your product will solve that problem the best? They are at the Consideration stage otherwise.

Does the lead have experience making purchases of your solution? They are in the Decision stage otherwise.

It's safe to assume that your lead has identified themselves as a quality lead and is prepared for sales to take it from here if they are in the decision-making stage.

3. You’ve collected qualification information

Your leads must, as was previously stated, be a suitable fit for your business. If a potential customer has been developed to the point where they want to purchase your goods but eventually are unable to do so, it is of no benefit.

This is referred to as process qualification in the marketing industry. This implies fewer obstacles to overcome and less information to give during the sales process for salespeople. Your business will earn a profit sooner and the transaction will move more smoothly if there is less friction in the process.

Any business can take into account the following general factors when gathering qualification data:

• Is your solution affordable for the lead?

• Is there a problem you can help the lead with?

• Does the lead have the authority to make decisions for their company?

• Is the lead able to execute your plan in terms of finances, legality, demographics, or any other way?

• Exist any other obstacles preventing the lead from employing your business?

4. The lead has demonstrated interest

Assessing the degree of interest a potential lead has in your solution is the last step in identifying excellent leads. If they have shown their interest by deeds rather than words, that is the best indication of this.

Lead scoring takes care of this in terms of marketing automation. In summary, lead scoring is the process by which your marketing automation software gives a score to each individual lead based on the lead's performance of specific activities that indicate interest.

When it comes to a quality lead, the following are some definite indications of demonstrable interest:

• Looking at your price page

• Reaching out to your sales force

• Any meaningful email correspondence

• Returning to your webpage

• Phone conversations

Your lead has indicated that they are prepared to become a customer when they have taken the initiative to get in touch with you and inquire about your solution.

Get more from your leads, for less

These are only broad principles that apply to nearly every industry and range of goods and services. Conditions and signals will vary throughout organizations, and they might even use completely different tactics.

Globe See Agency is available to assist you with any problems your company may encounter. Globe See Agency has worked with businesses all over the world as an email marketing consultant, helping them increase lead quality and turnover.

Globe See Agency has the proven strategies to help your company take off! Get in touch today and see the results for yourself.