You, as an entrepreneur and digital marketing professional, have certainly heard the term Lead Qualification. And, most likely, your team’s work routine involves receiving these leads , that is, contacts interested in solving their pains and problems, who share their data in exchange for some content or information made available on forms and landing pages on websites. The process of receiving leads and getting in touch with them to get sales has been around for a long time and is widely used by companies that work with digital marketing strategies , such as Inbound Marketing .
In this way, lead generation becomes continuous
as the companies’ authority increases, offering more and more content of interest to their target audience . In this sense, it is necessary to qualify the leads received, so that the sales team can meet the demand for generated leads and contact only those most likely to buy. But how to identify this, in the face of so many leads that a company receives per day, per week, per month? Keep following this post until the end to find out and understand everything about it! What is lead qualification? As the name implies, qualifying leads consists of separating, segmenting and analyzing, among the contacts available in a database, those who are more likely to close a deal. With this, it is expected that the sales process will become more efficient, as sellers will only contact those who are more prepared and willing to buy.
with strategies such as content marketing ,
Offering content that meets the pain points of the company’s personas , thus generating more qualified contacts. The lead qualification criterion basically goes through three groups: · Great – leads that have purchase intent: these are leads that have great potential to close a deal; this is the ideal group of qualified leads to be passed on to the sales team; · Good – leads that are not yet at the right time to buy: these are leads that are not yet prepared to buy, that is, they must be worked on by the marketing team until they are ready to make the purchase and then be passed on to the team of sales; · Bad – bad leads to buy: those leads that have neither the desire nor the intention to buy; they are only interested in the content offered, but were unable to take advantage of the product and/or service offered, being disqualified.
