4 Steps to evaluate and qualify your leads improving your sales process

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You qualify a potential customer comes to gather all the insights necessary to decide whether or not good prospect Is it to sell a certain prospect ? What is the best way to close a deal or a sale ? Does this lead fits your offer? What items qualify a prospect for a sale?

Like everything in life is not to find answers but to ask the right questions. Only until you have qualified a lead or prospect know if it is worth investing your time and effort to sell this prospect.

No further ado, I’ll tell you how to qualify a lead and how not to …

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How to Qualify?

As I said earlier, it is appropriate to do so you have the correct information from your prospect questions. There are four main areas where you can focus to formulate these questions

1) Customer Profile 

How much coincides with the profile of your ideal client? How big is the company? What industry you’re targeting? What are consuming content on the site? How many pages of your site you visited? Where they are located your ideal clients? What tools have been used in the past? Your digital ecosystem is made to meet all possible prospects for digital channels? You answered all these questions begin to navigate the right path

2) Need

What are the needs of these prospects? Studying their behavior to detect what they need most. Is it to achieve certain revenue goals? Do not just think about the needs of one person, but also the team and the company in general.

What is the priority? Do them know a little of what you offer them with a moment of awareness at the top of the funnel?

It provides the user with more refined, specific, grounded in a need of many that can solve your business information. And maybe you have already identified who to sell, that user is ready to be invited to your distributor or almost waiting for the call seller … What do you expect? This kind of prospects you need is a quote or catalog price

Do not lose sight that B2B companies are abysmally different from B2C … you’re selling to people, not companies … you must know how to meet not only their needs but also their wants and to know what your weaknesses are and what problems need solve. Think about what results you expect to get your prospects and also how they will affect these results to your team and your company.

3) decision-making process

How do you make decisions? How many people are involved? Which departments are involved? What is your classic buying process? How long it takes them to buy a product or acquire a service? Some companies take them a year or more throughout their buying process (if you need to close a sale within 3 months, I think those companies are not for you). When you are planning to buy? Maybe now they are not ready to buy, but in future they will be. You know, the classic very upset, “Yes, but do not know when” …

4) Competition

Who is your competition? What other brands or companies they have worked? They are evaluating your solution vs. building their own solutions? On what basis they make their decisions? If you know the answers to all these questions then you will notice a very clear and concise idea of ​​what customers are qualified and which are not.

Create a simple document, a sheet that lists all the crucial questions you want to ask or information that you need.

Now let’s get to the part about how NOT to qualify …

While, undoubtedly, the main problem is that sales people not properly qualify your prospects, there are also those who exaggerate the qualification and end up doing pretty bad.

You can not just give random questions your prospects … Branding is not question. Anda quiet with questions. Make them in a natural way, as if you were talking, and approach them with curiosity, not being interruptive.

Identifies hot spots while your leads qualify

In the qualifying stage leads several red flags of which you should care …

Aguas incongruities!

Sometimes the answers you get from prospects are not at all consistent. Some things they say do not fit others also say and then nothing makes sense … Sometimes they respond, not to use stronger words, stupid nonsense, and they will do it on purpose, too. You have to make a little detective and polygraph to see if they are being honest with you or not.

Pay attention to the context, not content

Here come back your skills lie detector … not only must focus on what they say but how they say it. Body language is absolutely essential for all contexts. See if you say they are super excited about your proposal with your body language, or vice versa … If you see that your body language is boredom, disinterest, etc., looking for some punch to regain his attention. The point is that you stimulate real conversation to get information, not only to have a surface conversation.

The Reluctant prospect

Many times you will demonstrate an incredible unwillingness to give substantial information. Your answers will be so vague and general that will lack valuable information. If you find a lead like this, one of two: You are addressing the wrong prospect and have no idea what you’re talking about, or just do not trust you. Make an effort to gain their trust or talk with simpler and explanatory words.

What if many of my leads not qualify?

Often the people who you go simply does not fit with your product or service. If this is the case, you’re probably doing your wider than it really should be profiles, and then you have to outline a much more closely. Here come your skills as a criminologist.

Do not forget to look for answers to questions that I generated you from the beginning to the end … With them, there is no way to mistake when you qualify your leads. If you’re still confused a digital marketing agency can help