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The Difference Between Leads And Qualified Leads

One of the biggest mistakes you can make in your business is all too common – chasing the wrong leads.

Understanding and applying the difference between a qualified lead and an unqualified lead is required before any marketing and sales pursuits begin.

Rather than wasting time and effort in getting unqualified leads, focus your marketing efforts on defining your qualified leads and how to get them to you.

Let’s start identifying them.

A lead is someone who has interaction with your business. They may or may not become your customer. You would also need to determine if they are the right fit for your business – otherwise, all your effort will be pointless as they would never be interested in buying from you.

They may not buy what you sell and could never benefit from doing so. At some point, these leads, even if you paid to obtain them, may feel like good leads in the beginning because they are engaged, but as you go through the process you realize they will never do business with you and you have wasted a lot of time.

A qualified lead is someone who has gone through qualifying criteria to evaluate their quality as a lead, their fit as a customer, and their readiness to purchase. They are most likely to buy what you are selling and would benefit from doing so.

As a business owner, you must understand that your goal should progress a qualified lead through the pipeline to become a customer. Simply put, the goal is to close the sale.

With that said, you must ensure that you’re dealing with the right person, and keep in mind that not everyone in your database will automatically become your qualified leads. So identifying them is imperative. It is easy to spend time and marketing efforts to get leads but knowing the difference between a lead and a good lead is a practical and important step.

Qualifying sales leads is a crucial process in your business. And one way of implementing this is to have a well-defined sales funnel, which is the answer to generating and converting better-qualified leads and a formula to a better sales implementing strategy.

The first step is for your marketing and sales team to brainstorm your buyer persona and work together to draw a line on parameters for determining qualified leads and unqualified leads.

So let’s take a look at how you can increase your sales pipeline

Build a buyer persona – Identify and understand your niche and your target audience. This will help you avoid pursuing unqualified leads.

Develop Your Web Forms – Your web forms are a valuable tool when qualifying leads. Keep in mind not to ask too many questions, just enough for you to gather information for demographics.

Polish Your Content – Have a strategic content planning, so you’ll be able to move your qualified leads through the sales funnel and convert them into sales.

Your Takeaways

Be sure to build your business website and blog filled with engaging content consumed at each stage of the sales funnel. Qualified leads can continue their educational process and work their way through.

Lastly, lead generation has become simpler with the influx of resources accessible to salespeople and marketers – however, it is obtaining qualified leads that are the real challenge. For this purpose, it is important to evaluate your strategies and make sure you aren’t wasting your time and marketing efforts on ineffective lead generation methods. Remember, it is not about how many leads you have, it is about generating the right ones.

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