When it comes to lead marketing, quality trumps quantity every time. What exactly is a good lead? In a perfect world, every business will have a commodity that provides an exclusive solution, and all leads will be quality ones. Since the market is everyone, the necessity of a target market will be irrelevant. Of course, the sales landscape isn’t perfect, and even the most exciting goods and services aren’t universally appealing.
What is a Good Lead?
Good leads are those that have shown an interest in your product or service by their behaviors and fulfill certain standards. For example, a consumer that views your price page and requests more information about your product may be considered eligible. In another industry, anyone of a certain age who subscribes to email alerts might be deemed eligible.
It makes no sense to waste your marketing budget and your team’s resources attracting and following up on unqualified leads that aren’t interested in or willing to purchase your product or service. Focus on your important, qualified leads that are likely willing to buy.
Let us look at five ways of determining leads with a high probability of turning into buyers.
Inquire with Leads for More Details
If you have a website that gathers leads for your company by requesting users for contact details, you can add areas to the forms to obtain additional details about them that are important to the buying decision. Ensure you collect details that are directly related to the selling process.
This saves resources and time, and saving this information on your leads allows everyone on your team to evaluate them quickly, and their place in your sales funnel.
Utilize Lead Routing
If leads are not routed immediately to the right member of the team, your sales reps waste precious follow-up time. Lead routing is the systematic distribution of leads among the sales staff. This b2b marketing automation will assist your sales team by reducing time spent directing the leads in the proper direction.
Rank Your Leads
The lead ranking is a mechanism in which the contacts are automatically graded in response to a specific action they take or whether the information in their contact records meets a given criterion, both of which you decide. The resulting score is then used to rank your contacts and determine where they are in the sales funnel.
Tripwire Products Will Help You Qualify Leads
Tripwire goods, also known as “splinter products,” are low-cost, easy-to-sell items (meaning that leads will purchase them without having to speak with your reps).
Tripwire goods inspire customers to buy the core product by giving them a preview of what you have to sell and demonstrating your ability to have value at such a cheap price. When a lead buys your tripwire good, you know they’re interested in what you have to give and can consider them as a good lead.
Use More Effective Traffic Sources
By deliberately choosing where you advertise, you will ensure that you can attract the most qualified leads. Determine where the leads are coming from as a solid first step in choosing your advertisement channels. Determining where the leads originate from will help you decide where to invest your marketing budget most effectively.
Although mass marketing might have been your strategy in the past, incorporating any of these basic strategies into your marketing funnel might minimize wasted time and resources on unqualified leads.
