By Leah Kidd
Identifying the attributes that constitute a qualified lead can be a complicated process, especially if your product caters to a wide variety of customers. Your sales reps need a clear and structured strategy to ensure their lead qualification process is both consistent and reliable.
A lead qualification checklist establishes the criteria and step-by-step framework your team needs to ensure the leads they work have the highest probability of becoming future customers. Sales reps will spend less time on unqualified leads who slip through the cracks, and more time closing.
Let’s start by explaining what lead qualification is, along with why a checklist is beneficial to the process. From there, we’ll talk about how to build your own lead qualification checklist and how to scale it as your pipeline grows.
What is lead qualification, and why is it important?
Lead qualification is the process of assessing a lead’s purchasing potential. This evaluation is based on a list of must-have buying criteria, such as the interest in and ability to buy your product. New leads who enter the sales pipeline are either qualified or disqualified, depending on whether or not they meet these criteria.
Lead qualification is designed to separate the potential customers from the duds. It allows reps to spend their days as productively as possible, focusing their efforts on the prospects who have the highest likelihood of converting.
What is the benefit of a lead qualification checklist?
If you’ve ever used a to-do list, you know how much more manageable a day’s worth of work is when it’s broken down into individual tasks. When it comes to lead qualification, your checklist has the same effect.
Think about it. Every lead has to be assessed for multiple different attributes in order to be qualified. Without a structured process to follow, it can be hard to know where to start. And the longer your list of leads, the more overwhelming the process can feel.
A checklist breaks this process down step-by-step, making it feel more manageable and strategic. Plus, a checklist keeps your qualification process consistent.
Your sales reps will be aligned on what constitutes a qualified lead, and the physical act of checking off boxes will ensure that no key attributes go unassessed. As a result, you reduce the chances of unqualified leads slipping through the cracks.
So, what should be on your lead qualification checklist?
The five questions your lead qualification checklist should ask
Your checklist should be a list of all the characteristics that define your target customer. At the very least, it should include the most basic requirements for purchasing a product. Start by adding the following questions to your checklist. When evaluating a lead, you should be able to check every box off as a yes. If not, they shouldn’t be considered a qualified lead — at least not right now.
Let’s talk about why these five questions should be on your checklist, along with how you can find the answers to each.
1. Is the person truly interested in what I’m selling?
Anyone who’s worked in lead generation will tell you it’s …read more
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