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. 

[JoWi]

To qualify a lead I determine if they are a good fit for our product by learning about their project, goals & timeline. If the project fits our Heat Map, we move forward. If there are variables that do not make the prospect a good fit, I am happy to refer them to an alternate provider or one of our partners who will be able to better address their needs. This allows the prospect to get what they are looking for and allows my company to work on projects that fit our expertise best.

[AMangena]

I qualify prospects by uncovering their challenges relative to what my product or service can address. Once I have established that they have a challenge that I could assist with I then zone into the pain points relative to the challenge in order to raise the need or desire for my product or solution.

[_Dey]

It happens like this:

During a conversation at a convention booth, I engage with a prospect interested in our B2B e-commerce platform. I ask about their specific needs and goals in the B2B marketplace, and they mention the importance of security, transparency, and efficient transactions. I highlight our platform's features such as user-friendly interface, robust seller verification processes, and streamlined transaction management. They express the desire for a platform that enables seamless buying and selling experiences while ensuring security and transparency. I assure them that our platform aligns perfectly with their goals and suggest exploring their requirements further to provide an effective solution for their B2B transactions.

[Paulmichael]

yes i asked someone to tell me a story and they went on about their story for 5 hours then i said WOW! im so glad i heard you out, then they bought nothing and forgot all about me

[Wasek-Ahmed]

Asking probing questions.

[KMzangwe]

I qualify prospects by uncovering their challenges relative to what my product or service can address. Once I have established that they have a challenge that I could assist with I then zone into the pain points relative to the challenge in order to raise the need or desire for my product or solution.

[Dhinma]

understanding their needs

[YZhou1]

I try to get some information from them without disturbing them and analyze what I need based on the information.

[Olive1]

I have learnt a new way of closing a sale on call. Many times I've built sales funnels with cracks in between because I didn't have a framework. But with CGP TCI BA I am ready to hit the ground running.

[SKwaśny]

I've tried to identify the needs of clients by actively listening to them, but CGP, TCI, and BA is a big game changer in my sales calls

[Caro_Scarbrough]

I try to never leave an exploratory call without at least an understanding of their current issues and timeline. 

[AhsanMalik]

By working on lead qualification framework

[VUzoma]

First by building a good rapport with them and find out if the challenge they want to solve aligns with what my company offers

[COgbu]

I qualify leads, by understanding if the challenge they want to solve aligns with what my company offers. I also use their gestures to determine if they're active or passive leads

[ITwizeyimana]

It is good to start by establishing a rapport. This way, you can take the journey together in a two way conversation. Basing on the research you've done about them if it is you reaching out to them first, be a listening folk and do that actively. This will make the lead feel they are with the right person. From you actively listening to them(lead), you derive more questions to better understand their pain point not necessarily mentioning the work pain:) Thought I did not know i was applying the CGP, TCI, BA; we ended up having a follow up call and an order was placed on the second call.

[AWadikHi]

Leads are active buyers, closing deals or sales with them always goes smooth 

[AYulug]

I firstly look at the relevant websites and blogs and try to obtain as much information as needed so as to decide for this and create a strategy with a list.

[MMcHale]

I ask the prospect to share what they are currently do to solve problem X, ask them what's working well and THEN ask them what isn't working so well.  If they are will to share these three things, then I can begin to tie the value that we bring to their specific needs.  If all of this takes place, there is a fit, and all of this warrants another meeting to continue exploring how we may be able to work together.

[UDESIGNER]

first we need to explore the propect challenges , goals, plan after that i need to understand proper and if iam able to fix this problem then ask the prospect about his timeline consequences implementation (T C I ) LIKE PROSPECTIVE NEED SOLUTION URGENTLY OR WHAT HAPPEN IF THEY ARE NOT ACHIEVE THE GOAL , THE LAST STEP IS  ( BA ) BUDGET AND AUTHORTY IN THIS I WANT TO GATHER THE INFORMATION ABOUT THE LIKE, BUYER HOW MANY DOLLARS  WANT TO INVEST IN SOLUTION TO GET THE RID FROM PROBLEM SECOND ONE IS AUTHORITY LIKE HE\SHE IS ABLE TAKE THIS DISCESION

[leahmolatseli]

We listen to their challenges, assess their needs, get a clear understanding of the urgency and see if our product is the right fight.

[MPolwatthage]

We need to listen  their problems and challenges carefully and get to know their long term goals. Then provide solutions to to their problems while avoiding those challenges to achieve long term goals.