More Qualified Leads Mean More New Clients, Period!
Nov 22, 2022
Marketing and sales can be very complicated processes, but they don’t have to be. Even though there are no quick, silver bullet solutions that work immediately, with consistent efforts, you will see results. However, it should be noted that each business, and industry requires personalized strategies to make significant progress.
Sales and marketing teams who understand their potential buyers, sign on more new clients more consistently. When building a commercial strategy, it is important to take time to really dig into your buyer personas and nail the messaging. Otherwise, you will spend a massive amount of time testing different messages and not truly reaching your ideal client.
Once you have mastered your ideal client, it really comes down to the qualification process. The first thing you need to know is that you have to listen to people. And I don’t mean listen to respond; listen to interrupt; and listen to direct - but really just listen.
The faster you understand your potential buyer’s needs, pains, timelines, and budget, the faster you will be able to determine if they are qualified. Which in reality, is just a fancy word that means do they want or need what you have to offer at this time and do they have the money to pay for it?
Salespeople who take the time to figure out these things early on in the sales process close 50% more new clients than those who do not. Further, they also spend 70% less time nurturing leads from initial interest to won.
With all good qualifying, also comes lead scoring. How high do potential buyers score on your particular test of being ready to move forward? Again, it doesn’t have to be difficult. When in doubt, start with the temperature technique. Are they hot, warm, or cold?
Hot means they have a burning need and urgency for the exact thing that you are offering.
Warm means that they are investigating a solution to a problem they have, and you may have what they need, but they aren’t sure yet.
Cold means they are not in the market for what you are offering and there is no foreseeable match to what they need and what you are offering.
Reach out to the hot ones first. They are your best opportunities and most likely to close in a short period of time.
To recap, qualifying leads helps you:
- Gets you in front of the right people, at the right time
- Move potential buyers through your sales cycle faster
- Sign new clients consistently
- Develop more meaningful conversations with potential buyers
- Help potential buyers with their next best step, whether it is with you or somewhere else
Eliminate the guesswork and frustrations in dealing with cold leads. Spend a little more time during the qualification process and you will convert more clients easily and generate more money than you ever imagined. If you would like to join our free professional women’s network for free training, resources, and to connect with other women just like yourself, visit Power Your Pay.
