Owner, Magic Sales Bot
A qualified lead is a person who has displayed interest in your product or service and meets the specifications of someone you see as a potential client.
Qualified leads include people who click on your ads, sign up for a webinar or event, watch videos about your product or service, download content from your site, etc. The possibilities can go on and on! The point is that not all of these leads may really need what you are offering. That’s why it’s important for you to know how to qualify them properly so that you don’t waste time on leads that will never convert into customers.
Leads are contacts that have expressed interest in your company or product. A qualified lead shows up when you finally get a contact that is not only interested, but has the money to purchase and the authority to do so. Think of a qualified lead as someone who is an ideal customer for you. They aren’t just asking questions, they are looking to buy, and they want to buy from you.
It can be difficult to tell them apart, but in reality, MQLs and SQLs are quite different. An MQL is a lead that has already been qualified based on their behavior. This typically means that they have taken some kind of action on your website that demonstrates interest or the potential for interest (like giving you their email address).
Meanwhile, an SQL is a lead who has been deemed ready to buy by the sales team. This usually means they’ve qualified themselves by expressing intent to make a purchase. They may be further along in the process than an MQL, and therefore more likely to convert into a customer.
To reiterate, qualified leads are leads with the highest potential of turning into a sale. So how can you know if a lead is just a normal lead or a qualified one? Let’s take a look at some of the criteria that needs to be looked at when identifying qualified leads:
-Demographics: An easy way to start qualifying your leads is by demographics. This could mean knowing the company/industry/size, or if you’re working on a B2C situation, the customer's home address, age, or financial information.
-Firmographics: Beyond just the basics of the lead's identity, firmographic factors can help you qualify them based on their needs and ability to invest in your offering.
-Technographics: By knowing what technology a company is using (or wants to use), you can get an idea of how they want to work and what they need out of technology. This will help give you insights into how your product might fit into that picture.
-Intent data: Intent data has become more popular in recent years because it gives companies a better sense of where prospects are in their buying journey and how many resources should be devoted toward them at any given time. Even if two companies are exactly the same size, one may have clear needs while another isn’t looking for new solutions at all — making them both very different leads.
-Behavior data: It turns out that someone’s actions speak louder than their words when it comes to sales qualification too: behavior data helps sales reps understand which actions indicate interest from a potential customer (e.g., searching for pricing or reading certain articles). These signals can then be used as indicators for when someone should be considered a qualified lead and receive additional attention from your team so you don’t waste time on people who aren’t interested yet
-Engagement analytics: There are many ways to gauge engagement besides the standard open and click-through rates for email campaigns or social media posts: engagement analytics can tell reps about other forms of interaction with potential customers like page visits, chats, form fills — and even negative activity such as unsubscribes or bounces! All this together helps quantify how good each lead really is without wasting time trying
There are several ways to find qualified leads.
The first, and most obvious, is to reach out to prospects directly through cold calling and email, or by attending networking events. This isn’t very labor-intensive if you can automate your process and it's also one of the most effective ways to get a hold of leads.
You can also reach out to leads indirectly—by using content marketing. Creating high-quality content that is relevant to your audience not only builds brand awareness, but also helps you connect with qualified leads who are actively searching for information related to your product or service.
Another way to find qualified leads is through lead nurturing. This means following up with leads who have already expressed interest in learning more about what you have to offer. Your company should take steps to ensure that when these leads are ready to make a purchase, they choose your business over the competition!
Meetups are another great way to find qualified leads. Meetups are a great way to find people who are interested in what you're selling. At meetups, you can give away free samples of your products, as well as do demonstrations and run promotions to increase the likelihood of a sale. Most people attending a meetup will be highly qualified leads because they took the time to get up, leave their house, and attend an event in person. When it’s more convenient to just search for reviews online, they are choosing to see and learn more about your products in-person.
Finally, the last way that can help you find qualified leads is by hosting webinars. These are free educational seminars where you teach people about something they may be interested in related to your product. It’s basically a virtual meetup. When people come and hear what you have to say, it's an opportunity for them to learn more about your company and see if you might be a good fit for them too!
You can also make use of software programs that are designed to help you find and nurture leads. These include:
Making sales is no easy process. There are so many factors that you must consider when identifying qualified leads. You may even need a team specifically designated to help find qualified leads. We hope these tips will make it easier for you and your team to find qualified leads in the future! If you’re ready to choose the easiest way to find qualified leads, check out our free-trial to get started using Magic Sales Bot today.