Bring On The Leads
Having a well-defined ideal customer profile (ICP), as well as a robust lead scoring and prioritization process, are the cornerstones of effective lead generation and conversion. In fact, it can be the difference between a high-performing and underperforming business. Whether you’re a B2B or B2C company, your business needs to develop a repeatable and reliable lead qualification process. This will help you avoid wasting resources and money on leads that are unlikely to convert, while enabling you to attract and retain more customers.
Typically, lead generation is the process of attracting potential customers to your products or services through various marketing channels, including content marketing, social media, search engine optimization and paid advertising. The goal is to create awareness and interest in your brand, so that potential customers will contact you or visit your website. This is often referred to as top-of-funnel Bring On The Leads.
Once a prospect has shown interest in your product or service, it is important to prioritize and qualify them in order to ensure that your sales team can spend their time and resources on the most promising prospects. Qualifying a lead requires evaluating their pain points and the role that they play in the decision making process, as well as their budget and timeline. This information can be used to evaluate a prospect’s suitability using frameworks such as the BANT, CHAMP and GPCTBA/C&I.
How Bring On The Leads Prioritizes And Qualifies Leads
To identify qualified leads, marketers usually offer a piece of valuable content in exchange for their contact details. This can be anything from a white paper to an infographic or ebook. The key is to ensure that this content is relevant to your target audience and provides enough value that a prospect is willing to provide their details in return. Behavioural tracking can also be used to help qualify a lead by analyzing how they interact with this content.
Prioritizing and qualifying a lead is a collaborative process between marketing and sales teams. This will enable both teams to share insights and recognize the importance of specific criteria for a lead score, as well as work together to improve targeting. For example, if certain questions on your form submission are a good indicator of a high-value prospect, they should be weighted more heavily than others.
Identifying the most promising leads is an ongoing process that requires regular review and iteration. It is also important to make sure that the lead qualification process doesn’t create friction with prospects by being too intrusive or insensitive. This could be seen as an attempt to “interrogate” a potential customer or force them into a sale.
By defining your ideal customer profile, implementing a robust lead scoring and priority system, and continuously evaluating and refining your process, Bring On The Leads can ensure that your business is generating the most high-quality leads possible. By doing this, we can help you optimize your lead generation, increase the number of qualified sales opportunities and ultimately boost your sales conversion rates.