Reasons Why Inbound Lead Qualification is Important


Most of the time, when marketing is gone wrong we end up with bad leads. Being upset with the quality of leads can often lead the team into a trap of constantly demanding more and more sales leads but in the end, they are again in the cycle of bad sales leads; considering all that marketing expenses and wasted time given.

The main reason why you are having a bad sales leads is the lack of inbound lead qualification. A lot of companies just give their new set of leads to the sales team without even asking any questions or doing some preliminary categorization. Don’t fall into this blackhole. You should put a process area to ask sales-related and follow-up inquiries. Sort them out and maneuvered around your sales leads before the fist-call happens. Spending some time doing this can pay off big time in the long run. It will also save you time and money as well.

Here are the reasons why inbound lead qualification is important
1.Who is the first person that handles your Customer inquiries?
Who answers the phone when a new client calls your company for the first time? Mostly, first impression is a big impact for the client. You need to show professionalism and courtesy; they need to hear your responsiveness and quick answers to questions. And be ready for more detailed conversation especially when the potential client already made some research about your company and services. Some topics that a Receptionist can’t provide. Remember that the first client call is a chance for you to build a sales-relationship by asking good questions and addressing what the client needs. So, make sure that the one handling your phone calls is trained well and knowledgeable about your company and its services.

2.It helps build Customer Relationship
That first phone call is your chance to ask sales-related questions and start to address your clients’ needs. You may ask an open-ended lead-quality questions like, “How is your current service provider impacting your overall business operations? ” “What are the difficulties you are experiencing in your current service provider?”. This shows the client that you care enough to ask their present problem which will lead to trust and broader relationships. Lead qualifying questions are a way to heighten your clients interest and show them you care for their overall challenges.

3.It gives you a Bump-start on the Sales Procedure
Lead Qualification questions will help you figure out what sales leads have potential and should be given a priority. Instead of passing along all your sales leads to your team, you can identify which ones are most likely to buy, which ones are eager to buy and who are the ones who needed more time for long-range lead nurturing. There isn’t a correct pattern for this, you just must read between the lines and analyze your conversations with clients. You need to predict which leads are useful and which are the ones who still needs a preliminary research.

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