Lead management: the role of qualification

ahbappy8.5.2 · Post by **ahbappy8.5.2** » Wed Jan 22, 2025 6:26 am

Despite the initial good premises, the collaboration may not be effective for some types of potential customers. This is why qualification plays a strategic role in lead management, since it may not be possible to help them. The goal of this first telephone contact or meeting is to qualify the customer to determine whether they can enter the sales process or not. At the same time, it is important to do your best to help the potential buyer solve his problems and difficulties.

Positioning yourself as a helpful resource from the start increases lead trust!

It is essential to make the contact feel safe, so that they learn to know, appreciate cyprus telemarketing data the company and, consequently, become loyal. The more advice and assistance you provide, the faster you will achieve this goal. If you try to sell a service right away, you risk alienating the customer.

lead management

When it comes to qualifying , it is helpful to use a scoring system, a framework, or a series of specific questions. One workable methodology is Pain, Power, and Fit :

Pain : Does the client have a real problem? Can they articulate it? Is this problem a priority for them? Based on their responses, assign a score from zero to five.

Power : Are you talking to the person who makes purchasing decisions? Is this the person who will sign the agreement or contract? Is this the person who has control of the budget? Score these responses on the same scale.

Fit : Is the opportunity a good fit for the products or services your company offers? Is the client company the right size? Does it have the budget? Is the client challenge similar to ones you’ve solved for other companies? Again, assign an appropriate score.

Customers with a score of 13, 14, or 15 are expected to close the sale within 30 days or less.

Clients with lower scores are still valid opportunities, but may require more work to achieve the right synergy, better understand their problem, or verify whether they are a real fit.