jul 11, 20218:58 PM - editado ago 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!
I qualify leads using the flexible CHP TCI BA framework, engaging potential customers in a natural conversation to uncover key insights. I explore their challenges, goals, existing plans, and gaps, as well as their timeline for resolution. Additionally, I assess the consequences of inaction, the potential impact of implementing my solution, their budget for addressing the issue, and their decision-making authority.
Qualifying the leads begins by asking open, specific questions that will lead you to discover what's most important to your prospect, whether it's money, decision power, or the very issue they are encountering. The best format is a CGP (Challenges, Goals & Plans), TCI (Timeline, Consequences & Implication) and BA (Budget & Authority) where you ask some questions such as, "What challenges are you dealing with? " or "What does an ideal solution mean to you?
"This encourages them to provide information regarding their goals and needs."
I have had discussions where simply allowing the prospect to talk freely while I listened intently and responded with asking questions to clarify, resulted in a real discussion that revealed some behind-the-scenes pain points. These were not only useful in qualifying the lead but also enabled me to adjust my approach so they could see the true worth of my product. By staying centered on listening and asking the right questions, you establish trust and know that you're speaking with individuals who are well-suited to what you do.
In the past there were assumptions made and multiple people would contribute internally. Unfortunately not everyone participated in all the conversations and those assumptions along with lack of detail and flow resulted in lost relationships and sales. However now with CGP TCI BA, there is a more robust flow of the dialog that gets to better alignment and communication for us and the client together.
To uncover my leads' needs, I ask open-ended questions and focus on listening actively. For example, in a recent conversation, I asked about their biggest challenges and let them explain in detail. This helped me identify how our solutions could solve their specific problems, leading to a follow-up with the sales team
I try to be personal and listen to the prospect's needs. However, the CGP TCI BA framework is a great tool to do more professional calls with B2B types but also B2C as well.
I do qualify leads by understanding their challenges ( if they know them already) - if not I mention few challenges previous buyers were facing in the same industry; Next, check if they have a goal and plan, as well as the timeline and their budget!
Depending on the type of business and the sales process, good qualification of potential clients helps to focus efforts on those with the greatest possibility of conversion, optimizing time and resources.
To qualify a potential client, I focus on understanding their needs, objectives, timeline, and budget. If I identify that they have an urgent problem to solve, have the financial resources to invest in a solution, and show interest in my proposal, I consider them a valuable potential client.
Califico leads evaluando su interés y urgencia. Me enfoco en quienes hacen preguntas específicas, comparan opciones, interactúan con el contenido y muestran intención de compra. Esto me ayuda a priorizar a los más propensos a convertir.
I qualify leads by using the versatile CHP TCI BA framework. I use a series of question asked in an organic fashion to find out my potental customer's challenges, goals, current plans and deficciencies, timeline to get challenges fixed, consquencies if they are not fixed, implications if the challeges are fixed with my solutions, the budget they have to solve this and authourity to move things forward.
Qualifying leads is all about asking the right questions and actively listening. I always start by understanding their challenges, goals, and priorities before jumping into solutions. A few key questions I like to ask:
❓What’s your biggest challenge when it comes to [problem your solution solves]? ❓What solutions have you tried before, and what worked (or didn’t work)? ❓What would success look like for you in the next 6-12 months?
One of my best conversations was when a prospect initially thought cost was their main barrier. But after digging deeper, they realized inefficiencies in their procurement process were actually costing them more in the long run. That shift in perspective led to a great partnership!
jan 27, 20256:08 AM - editado jan 27, 20256:09 AM
Membro
How do you qualify leads?
Having reached the exploratory phase, it's time to uncover all the necessary information needed to turn a lead into getting them to want to move forward with a deal.
The first part (CGI) is about finding out what are the challenges the prospect is facing at the moment, what have they been doing and what future plans the have to try to overcome them and what do they want to achieve with the desired plan. This is important to understand the prospect's unique situation to be able to start tailoring a fitting solution.
The second part (TCI) is about how critical their current situation is. How much time do they have to overcome their challenges and which steps are desired, what are the consequences of not taking action quickly enough or at all, and what would be the positive results of finally achieving the goals by taking the desired actions. This serves to paint a picture of an action plan and the desired results of it.
Lastly, (BA) it's time to talk about the available monetary resources the company has and who need to be involved in the decision of approving the investment, which is the final step to successfully create a deal everyone can be in accordance with.
Key factor here is really listen to the prospect about their unique challenges and what they need to achieve a solution that fit the best to them. That way they won't feel one is just trying to make a sell but be genuinely interested in helping them achieve their goals.
To qualify leads take them through a 3-part qualifying sequence. First, help the lead mentally acknowledge their challenges and the impact on their goals. Articulate a plan that moves them from challenge to goal. Second, get the lead to establish a timeline for achieving their goals and the consequences of failure. Paint a picture of what success looks like. Third, discuss the budget and who has the authority to close the deal.
this is the selection of those who have the need to make a purchase and the ability to make it, and their systematization according to certain characteristics. In order to assign a specific person to one of the categories, marketers make a list of criteria, and then study the lead and assign him points depending on whether he meets the criteria or not.
From my perspective and experience, holding a meeting with prospects is an effective way for me. In the meeting, my prospects would like to share the challenges they are facing and the goals they want to achieve. Here's an important point, we need to manage the meeting content and time for each part to avoid an unbalanced time distribution of a meeting.
In the meeting, we also need to do something to prepare, for example, what we want to talk about in this meeting. What are their needs or requirements? What are their plans? What aspects we can provide in our services or products to achieve their goals?
Qualifying a lead is one of the most critical steps in converting them into a customer. Here's how I approach the process:
Understand Challenges and Problems: The first step is to deeply understand the lead's problems or challenges. I analyze their situation to determine whether my service can effectively address their needs. This involves asking the right questions and listening closely to identify the root cause of their issues.
Discuss the Solution: If I find that our service can solve their challenges, I present the solution and have an open discussion with the lead. I also explore whether they have any pre-existing expectations or specific preferences about the solution. In our business, which involves APIs and integrations, we often need to interact with multiple stakeholders to ensure that our solution is the right fit across all layers of their organization.
When We Can’t Solve It: If we discover that we cannot provide a solution for their specific problem, we acknowledge it. However, we use this as an opportunity to learn and improve by adding the problem to our roadmap for future solutions. In the meantime, we guide them toward other options available in the market to solve their issue. Building trust by offering honest advice often leaves a positive impression, even if they don’t become a customer immediately.
Convert with Authority: After completing these steps, we connect with the decision-makers and demonstrate how our solution aligns with their goals. By this point, we’ve built trust and addressed their concerns, which makes converting them into a customer much smoother.
This process not only qualifies the lead effectively but also ensures that we focus on building lasting relationships by providing genuine value.
It really depends on what business that we are running. I am in a B2C business, so Identifying our leads is the most important part, and being able to make a common connection and trust for our leads to be prospects is very important, as building a good rapport with the phone call and talking through their challenges and with empathy of what their experience is most important.
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