From here on, we will introduce specific methods for proceeding with lead qualification and also introduce several useful frameworks. One thing to note is that no matter which method you use, you must first determine your company’s definition of a promising lead. To do this, it is important to understand your current customers and set up several personas (fictional ideal prospect profiles).
For more information on creating personas , please see the article
How to Create a Persona and Examples for B2B Companies .” Then, choose the lead qualification method that is best suited for your company.
Implementing lead scoring
When proceeding with lead qualification, it is recommended that you try “lead scoring” (quantifying/scoring numbers).
Specifically, lead scoring
Quantificationscore generation) involves assigning a score and quantifying the potential customer’s attributes (company whatsapp number list size, industry, job title, etc.) and behavioral information (website visit history, document download history, email open history, etc.) . From this score, it becomes possible to identify leads with a high purchasing intent and approach them on a priority basis.
Lead Qualification Methodology and Framework
Rather than doing the scoring process manually using a spreadsheet such as Excel, it is often as a function in MA tools , so it is that you use the tool.
When there are a large how kompass can boost your export business number of leads, doing it manually takes time and effort, and the accuracy of quantifying and scoring is unlikely to be consistent (it tends to be ). Some MA tools are with AI and can provide automatic scoring by insighting into huge amounts of customer data.
Collecting information through surveys and forms
If the number of leads is small or if you are unable to make effective use of MA tools (due to difficulties in sharing data with the marketing department, for example), you could consider surveying potential customers directly to collect information and inquire about their purchasing intentions.
Specifically, you should chine directory prepare input fields on your website’s inquiry form or request for information form so that you can collect information such as the potential customer’s industry, job title, and status of implementation.
For potential customers, this will
Mean additional input fields in addition to their name, email address, and company affiliation, but it can also serve as a marker for determining whether the person is “someone who has taken the trouble to contact you despite the slight hurdle and is relatively enthusiastic (someone who is willing to get in a somewhat time-consuming process and has a high level of engagement ).”
on the information , you can determine the priority of your leads and take appropriate follow-up measures on each person’s wishes, such as “inviting this person to a webinar” or “providing them with additional materials.