Your company will come across two types of leads: Marketing Qualified Lead (MQL) and Sale Qualified Lead (SQL).
MQL is someone who entered your physical store or e-commerce interested in buying.
However, you are still unsure about how it works or what the real problem is. That is why you are still focused on your blog articles or social media updates .
And an SQL is someone who already knows what they need and is looking for more information. Someone who has participated in a webinar from your company, downloaded an e-book or is already testing your product.
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At this stage, it is important to qualify them through an anamnesis . This can be done through a form or in a face-to-face meeting – based on the following points:
Authority : Does the lead have the authority to make the purchasing decision or is someone else the decision maker?
Needs : What level of need does the lead have for your product or service? Is there a real need, or do they just want to explore the potential features of the product or service?
Timeline : Is the lead ready to purchase the product or service?
So, based on these answers, your sales team can define who your potential consumers really are.
This makes it easier to prioritize your efforts on those that are most likely to convert into sales. These will then be your qualified leads .
5 tips for identifying qualified leads and increasing your generation
If you want to grow your business, you need to be intentional about how you interact with your website visitors, as well as how you nurture them through your sales pipeline.
Because the best way to do this comes down to qualified lead generation: you want to invite the right people to interact with the content on your website.