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 effectively qualify leads, begin by outlining the characteristics of your ideal customer. This involves assessing factors like industry, company scale, geographical location, and revenue.
I'm currently working in the fashion industry. Some leads have conversations with my team, which is customer support. The customer talks about the order they want, especially emphasizing that it must be ready at the right time.
I believe my team already uses the CGP, TCI, and BA methodologies. At the CGP stage, my team explores more about their problems: what they want, what kind of events they need to attend with a specific dress code or uniform, and what the best outfit they're expecting is.
If we get the information, we'll move on to discuss the timeline and the consequences. If they don't get the right dress they want, what will happen? What if they don't know about the time and just want to make an order, leaving everything to us?
At the final stage, we'll talk about the best model recommendations, the size, the deadline, and the pricing.
Because of this flow, we know whether we can make a deal with the customer based on the conversations. If the problems don't match and are not related to our product, we can't help. We can assess the quality of our leads during the conversation. If we match, we match.
To qualify leads, assess them against criteria such as Budget, Authority, Need, and Timing (BANT). This involves determining if they have the budget for your product or service, the authority to make purchasing decisions, a clear need your solution can address, and a timeframe that aligns with your sales cycle. These factors help gauge a lead's readiness to buy and prioritize sales efforts effectively.
Once you get the potential customer/client on the call with you is basically ask questions to understand the needs, challenges and tie them to an emotion. Make them talk, have a real conversation and not offer something before they tell you what problem needs fixing.
Tie the solution to an emotion, what do I mean? Is to make sure the solution you provide makes your customer/client happy.
Yes. I have a talent for building great Rapport with my clients. Starting interactions with a geniune conversation regarding the challenges the client is facing. Or whatever they may want to talk about. Basically, I listen. Actively lisenting and allowing your client to talk, but steering the conversation when needed. Is a great way for you to uncover their challenges, so you can qualify their needs versus your solution.
You need to gauge their interest and how good of a fit they are. You can do the former by checking your social media to see which users are engaging with your company and view hits on your website, for example. To see how suitable they are, assess their budget, authority, need and timeline.
Leads are typically qualified based on criteria such as their level of interest, budget, Authority and Timeline,These are the factors to be considered in qualifying the leads.
Qualifying leads involves assessing their fit and interest. Utilize criteria like budget, authority, need, and timeline (BANT) to evaluate prospects. Analyze engagement levels, interactions with content, and responses to identify potential customers. Implementing a lead scoring system helps prioritize and focus efforts on leads most likely to convert into valuable customers.
To uncover information, I listen more than I talk and provide rapport immediately so they are comfortable opening up. Before discussing how I can help, I'll uncover their problems and challenges first by asking open-ended questions. A good opening line to ask is "So tell me what has been going on that made you schedule this introductory call." Prospects often like to discuss all their challenges and problems that arise so I ensure I give them that opportunity. Then, I follow up with more questions and reiterate back to them what I've digested so far. I'll ask if that is correct so they know I'm listening, here to assist, and gives them an opportunity to provide more context. Once the needs are evaluated, I inquire about their future goals and what has or hasn't worked in the past so I am better equipped to provide a new solution for them.
Qualify leads by evaluating their suitability (demographics, company size, industry) and interest level (engagement, inquiries). Utilize lead scoring, analyze behavior, and factor in budget and decision-making authority. Prioritize leads with a greater chance of conversion.
Leads are typically qualified based on criteria such as their level of interest, budget, decision-making authority, and fit with the product or service, through methods such as lead scoring or specific qualifying questions during interactions.
To qualify leads, we first establish an Ideal Customer Profile (ICP) based on attributes such as company size, industry, location, etc. Each lead is then scored and graded on how well they match the ICP. We also ask specific questions to understand the lead’s needs, budget, and decision-making authority. Lead qualification frameworks like BANT (Budget, Authority, Need, and Timeline) can be used to further assess the likelihood of a lead becoming a customer. The ultimate goal is to concentrate efforts on the leads most likely to convert into customers.
To uncover information, I listen more than I talk and provide rapport immediately so they are comfortable opening up. Before discussing how I can help, I'll uncover their problems and challenges first by asking open-ended questions. A good opening line to ask is "So tell me what has been going on that made you schedule this introductory call." Prospects often like to discuss all their challenges and problems that arise so I ensure I give them that opportunity. Then, I follow up with more questions and reiterate back to them what I've digested so far. I'll ask if that is correct so they know I'm listening, here to assist, and gives them an opportunity to provide more context. Once the needs are evaluated, I inquire about their future goals and what has or hasn't worked in the past so I am better equipped to provide a new solution for them.
After watching the previous videos in the training, I learned that there are a few ways to uncover leads' needs and goals, that can be through CGP, TCI, and BA. CGP identifies the leads Challenges, Goals and Plans. TCI identifies the leads Timeline, Consequences, and Implications. BA identifies the leads Budget and Authority. These different points can really help get a prospect talking.
Qualify leads by assessing their fit (demographics, company size, industry) and interest (engagement, inquiries). Use lead scoring, analyze behavior, and consider budget and decision-making authority. Prioritize leads with a higher likelihood of conversion.
