Lead qualification is the process in which it is determined whether the lead fits into your ideal customer profile and would most likely become a customer for that reason. A lead already meets certain qualification requirements in advance. Think of budget, decision-making power, need and purchasing power. But how exactly does lead qualification work? And how do you gain insight into the characteristics of your potential customer? This blog will get you on the right track!
GAIN INSIGHT
To begin with, it is of course important to gain insight into your potential customer. To get a clear picture you want answers to a number of questions:
- Why are they interested in your product or service?
- What pain points can you solve?
- What value are they looking for?
- How do they solve the problem at the moment?
To get these answers, you enter into a conversation with your potential customer. This can be done over the phone or, for example, with a cozy lunch. During the conversation, it is important that you do this out of interest and let it happen. Prospects ignore intrusive, annoying salespeople with smooth talk. So avoid this to get your potential customer in!
QUALIFYING LEADS
Depending on the criterion that is most important to your business, you can implement an existing lead qualification method:
- BANT (budget, authority, need, timeline)
- SPIN (situation, pain, implication, need)
- CHAMP (challenge, authority, money, prioritization)
In many industries, the BANT is the most standard, so we will explain this further here. To start with the budget, does your prospect have the means to buy your product? And how much is the client willing to pay? Then comes Authority, the question is asked whether the prospect has the necessary decision-making power to make the purchase decision? This is important in order for the cooperation to proceed as soon as possible. At Need, we ask whether the prospect is experiencing a pain point that you can solve. When the prospect is finally ready to buy we discuss at Timeline.
RESULT
In the end, you will have had several conversations. From this you have qualified leads and you sell your product to the right leads. Do you still have questions after this article or can we from MisterSales help you? Please contact us!
