Jul 11, 20218:58 PM - edited Aug 12, 202110:44 AM
HubSpot Employee
How do you qualify leads?
How do you uncover your leads' needs and goals? Have you ever had a conversation where you did an especially good job getting your prospect talking? Share your stories in the comments below!
To uncover leads' needs and goals, I ask open-ended questions that encourage them to share challenges they’re facing and what solutions they’re considering. I once had a conversation where I asked the prospect about their biggest hurdles, which led to a detailed discussion about their goals, allowing me to better understand how to tailor my approach.
You need to get as much information as possible information as possible from a customer to know the potential they might have to build a strong relationship wih you. You get to know customers and measure the potential impact of their business by asking questions, establishing a relationship, and gaining their trust.
After doing a ton of background research on the company, I like to ask a ton of open ended questions along with targeted questions. This allows the lead to drop other useful nuggets that may help me on my journey on securing the business and closing the deal.
Questions, questions, questions! With a prior understanding of the lead's company I ask targeted questions to get them to open up about their needs and goals and then questions to help them understand more about how their current, or non-existent, "solution" is not helping them realize their objectives and then more questions to steer the conversation in the appropriate direction. I use the 80/20 rule...listen for 80% of the conversation and speak 20%.
I qualify leads by asking open ended questions that focus on their challenges and goals. One time, I asked a prospect about their biggest roadblock, and they opened up about issues they were facing. That led to a great conversation where I could show how our solution fit perfectly with their needs, It’s all about listening and letting them do the talking.
Qualifying leads is always an important and difficult task to tackle. Connect and building rapport is where it's at. Once you can do that, you have the trust from your prospect to truly uncover their needs and goals.
Qualifying leads is all about understanding their needs, challenges, and goals. I find that building rapport first makes it easier to dive deeper into their situations, allowing me to ask the right open-ended questions. This approach helps me figure out if our solution is a good fit for them.
IIt is through a mere connection; you may be having a conversation with someone, and the next thing you know, you share one or two interests. You can then relate to family, sports, or any commonality.
I qualify leads by looking for our ICP (Ideal customer profile). I do a little homework into the company when they seek us out or we seek them out to see if their company will be a good partnership for us. Then when it comes to the initial meeting I can ask clarifying questions and deep dive into the challenge to find if we're the best solution for the customer.
Ideal customer profile(s) can save you from making a poor sale that you regret in 3 months after you have sunken costs and wasted labor hours.
When qualifying leads, I prioritize building a genuine connection before diving into solutions. I take off the "sales hat" and engage prospects on a human level, seeking to understand their challenges and industry dynamics. This approach helps me gain deeper insights, which then allows me to offer tailored solutions that truly align with their needs. It’s all about human connection first, and value-driven solutions second.
I believe understanding the lead's challenges and pain points after building a rapport with them is a great way to uncover if the lead qualifies as a potential customer or not. It gives the salesperson a clear picture if the solutions being offered are going help the lead solve its problems or not.
In order to build a lead creating a rapport is very crucial because that way the prospect is able to open about their challenge and also trust that your solution for them would be helpful. Also getting some infos about your prospect before actually having a conversation with them gives you an edge to knowing how to properly attempt to meeting their needs.
In order to build a lead creating a rapport is very crucial because that way the prospect is able to open about their challenge and also trust that your solution for them would be helpful. Also getting some infos about your prospect before actually having a conversation with them gives you an edge to knowing how to properly attempt to meeting their needs.
I'm only able to qualify a lead after building a rapport and some sort of trust. Then I'm able to uncover the prospects challenges, gaps, and environment through a conversational dialog. I like to give prospects the feeling that they're leading the conversation by asking questions that I need to have the answer to, and having them elaborate so that we have an understanding on both sides (if my solution solves their challenges or not)
First, and most importantly, you need to build rapport with the lead in order to build a foundation for the rest of the sales call. This can be done by first asking open-ended questions such as 'How has your department been going?' etc. By doing this, you can then start to uncover some of the prospect's needs and goals later on in the call and explore these to tailor your sales message accordingly. Asking more open-ended questions directly for this such as 'What has you looking for another product?' can be highly effective way to do this. Also, I have found that asking about other's products and getting their likes and dislikes can be highly effective. Open-ended questions are the key to get your prospect talking.
1. Use open-ended inquiries to get leads to discuss their requirements, aspirations, and obstacles. 2. Use a framework like BANT (Budget, Authority, Need, Timing) - This helps analyze if the lead is a suitable match. 3. Actively listen - Give the primary speaker more time to speak, and focus on the points they make. 4. Go deeper — To learn about underlying motives or worries, use follow-up inquiries. 5. Match your solution to their objectives - Make sure that what you have to offer addresses their issue.
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