How To Improve Your Inbound Lead Qualification

B2B Email Database

If you run an online business, chances are, lead qualification stands pretty high in your list of priorities. Put simply, lead qualification is a process that businesses of all sizes use to determine whether someone you are targeting with your products or services matches your ideal customer profile. By finding matches, you can prioritise the leads that are most likely to convert into sales. Here are just a few key questions you should be asking yourself that could significantly improve your own inbound lead qualification.

 

  • Does this person actually need what you’re selling?

    Does this person actually need what you’re selling? Can your product or service benefit this person? Remember that someone may be interested in what you’re offering but eventually find that your product or service doesn’t quite tick their boxes. Determining this earlier in the process can reduce wasted time or resources.

  • Has the person shown active interest in your products and services?You might not want to chase and invest in leads who have merely followed your social profiles or clicked your website. Have they downloaded product information? Have they repeatedly visited the page? Have they made direct enquiries?
  • Does this person have the authority to make a purchasing decision?Sometimes, people will not buy the product or service themselves. Maybe they’re buying for business. Maybe their partner has access to the money to make a final purchase. You need to make sure that you’re pitching your sale to the right person.
  • Does this person have the budget for your product or service?
    Finally, you need to make sure that the individual actually has the means to buy your product and service. They could have great interest, but if it is outside of their budget, you’re not going to make a final sale or agreement.

These are just a few ways that you can improve your inbound lead qualification. This will help you to identify the best leads, focus time and resources in profitable areas and close sales in a more streamlined fashion.

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