You get a lead from paid ads,but are you targeting the right one?
Lead generation goes deeper than capturing prospects and thinking they’ll be instant customers. Before you even get them at the bottom of the funnel,you need to know if you’re talking to the right leads. This is where qualifying comes in.
Any company offering lead generation services will emphasize the importance of the qualification process. Here are some of the reasons you shouldn’t miss this step:
1. Make More Time for Leads Who Convert
Not all leads immediately become your customers. A chunk of them may not even need your services. Qualifying your leads helps you prioritize on those who are more likely to convert. This,in turn,prevents your sales team from spending a significant amount of time on leads that are not ready to buy from you.
2. Know if They are the Right Fit
Smart lead generation helps you draw in your ideal customers. Understand that not everyone may be the right fit for your service. By using the BANT (Budget,Authority,Need,and Timing) to qualify leads,you’ll have a better grasp of leads going into your pipeline.
3. Nurture Leads More Efficiently
Part of the lead generation process is to nurture those who have an intent to transact with your business but may not be ready to do so. Qualifying helps you allow a score on your leads and classify them whether they’re sales qualified or marketing qualified. Those who fall under the latter may be included in your nurturing process,such as email marketing or remarketing initiatives.
The more qualified your leads,the more you can position yourself as the right business for their needs. So,don’t skip on the qualifying process. It will save you time and let you focus on the right customers to serve.
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