How do you qualify leads?

[KyleJepson]

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 learn more about this, check out the Understanding the Buyer's Context lesson via HubSpot Academy. 

[MaddieM]

I ask as many questions as possible during the initial conversation to make sure it's a good fit and also to establish if it's a decision maker - I insist on maintaining a dialogue, where we identify problems together so I can come up with solutions.

[Luis02]

You find out if you see that a certain product is in high demand, or you also manage to recognize it through surveys, and I have not had that conversation.

[NMALIKO]

I sell Real Estate Appraisal App to lenders. So i use linkedln. I search for lenders, i read about them. I see if they qualify as OUR IDEAL CLIENT. I make a connection. If they accept, I nurture our connection

[JLAROSA2]

Ganando la confianza del cliente puedo comprender mejor sus necesidades y eso me ha ayudado a que quede satisfecho con mi atención y producto.

[ylubarskey]

Through Exploratory Conversion

[JAgudelo1]

Usually, obtain all the info through the conversation (email or voice ) so far, knowing about their challenges and goals, those have to be realistic and achievable to match smoothly with the way that we can work.

[Ro1]

By doing a research of his own needs and goals. Yes, I actually had a conversation with one lead which is a campaign activist and show him the future prospect of the proyect that I'm also interested.

[AGulino]

Getting to know leads and goals requires a bit a of research into the customers business and then probing questions, with the right questions they should get the prospect talking. With active listening, can expad on those topics.

[DMarcial]

To uncover your leads' needs and goals you must make a connection with them about any challenges they may be having and providing your own input to make a lasting impression. 

[NAranda]

Since i was a kid i thought what i'm going to do in this life, so, when i get to high chool they helped me to found my goals.

i'am working at starbucks, i'm new and when i do some food or somthing like that i can talk with the customer.

[benedictnkwocha]

I first by asking what their challenges are and what measures have they taken to tackle those challenges.

[IsisCla]

In a previous job in which I was a direct contact with the customer, I had to be in constant advertising and connection with the customer, since it was a mobile food cart.
My secret to being able to have that connection with the customers was that I could ask them how they were doing? if they were coming home from work? or if they had seen the news? or information about it.

Which allowed me to convey to my customer a calm and pleasant atmosphere; which makes them come back with pleasure and confidence.

[08240]

Exactly the same with my experience. The more they feel comfortable and at home in your place of business or in your conversation the more willing they are to return.

[ALogan6]

First, set a tone at the beginning of the conversation and connect with the prospect then carefully listen and understand their current situations. Next, use CGP TCI BA framework to wrap up to the final phase.

[AzucenaF]

I share different cases (mentioning needs and goals) from others clients and how we helped them. Sometimes the person says "That happens to me, too!" or "No, in my case is not like that". It´s a good point to start taking more information now! 🙂

[BIvery]

We handle customers who have made a purchase once already. Our job is to get them to purchase again, at a larger quantity of products, and become a longtime customer with us. I plan to approach our customers with that in mind. That being said, I think the most important thing for me will be to truly understand their needs and challenges so asking a lot of great questions. I was part of a sales meeting once where everything got quiet and the small chat stopped and nobody could think of much else to talk about and this company was kind of between a telecommunications company and a tech company so I asked flat out when you benchmark yourself against competitors do you benchmark yourself and communications or as tech? They identified themselves as tech even though we had pegged them as telecommunications. They loved that question and it helped the more strategic sellers in the conversation know how to target their discussions.

[josecardenas]

A mix of exploratory conversations, scoring their responses on marketing actions and the investigation of the company´s profile and challenges

[AGonzález1]

You can qualify leads throught suscriptions they sign or surveys, all the info. they give you.

[Isacamach]

Mediante encuestas y teniendo contacto con ellos.

[abrilduarte]

Through exploratory conversations.

[SReidDeFlorio]

I deal with inbound leads, and may of them submit their questions, concerns or challenges.  There are a few instances where a lead will contact me because they want to use our solution to honor a deceased child, spouse or friend.  So having some empathy saying something like "sounds like you had a special relationship with your friend" (instead of "my condolences") seem to resonate more in those circumstances.  I also try to allow for 5 seconds after they stop speaking before I respond to avoid trampling over their sentences.