How to Qualify a Lead

As described in the previous article this month, a prospect is someone who has shown interest in your company’s product or service. Now let’s talk about how someone can really show that interest. In essence, a sales lead is generated by gathering information.

This collection of information can be the result of an applicant showing interest in a job by completing an application, a buyer sharing their contact details in exchange for a coupon, or a person filling out an educational content download form.

A Lead’s Interest

Here are some of the many ways you can qualify someone as a lead. Each of these examples show that the amount of information collected that is used to qualify a prospect, as well as their interest, can vary. Let’s evaluate each scenario:

Application

A person filling out an application form is willing to divulge a lot of personal information because they want to be considered for a position. Run the company’s recruiting team, not the sales or marketing team.

Coupon

Unlike applying, you probably know very little about someone who came across one of your coupons online. to do so, please provide your name and email address. While it isn’t a lot of information, it is enough for a business to know that someone is interested in their business

Content

While downloading a coupon shows that a person has a direct interest in your product or service, the content will (e.g. as a book educational email or webinar) No. Therefore, to truly understand the nature of the person’s interest in your company, you probably need to do more and gather information to determine if the person is interested in your product or service is interested and whether it suits you well.


These three general examples illustrate how lead generation differs from company to company and from person to person. Information to assess whether someone has a real and legitimate interest in your product or service; How much information is sufficient depends on your company.

Here’s a great example for what to ask for in a lead gen form:

Full Name: The most basic information needed to personalize your communications with each prospect.

Email: This serves as a unique identifier and is the way in which you communicate with your prospect.

Company: This gives you a chance to research your prospect’s industry and company and how the prospect can benefit from your product or service (mainly for B2B)

Role: Understanding a person’s role will help you understand how you communicate the brand to have a different vision and perspective on your offering (mainly for B2B).

Country :Location information can help you segment your contact by region and time zone, and rate the lead based on your service.

Status : The more detailed information you get without sacrificing conversions, the better. It can help you know the status of your leads.

That’s it for now. If you find this content useful, pls don’t forget to leave a comment below.

See you next time!

Happy trails!

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