Qualified vs unqualified leads

From prospecting clients, managing relationships to closing sales, they are a million things on salespeople’s minds. For them to do what they do best, they need to know the right direction. They need to know the best relationships to nourish at the right time to convert the right people.

Digital and outbound marketing teams help the sales segment leads into either qualified or unqualified leads.

Qualified versus Unqualified Leads

Unqualified leads are not necessarily bad leads. It just means that they are not yet at the point of their buyer’s journey when they are ready to purchase. Sometimes, it just means that they currently don’t know about your product’s benefits and how you’re different from your competitors. Other times, it means that you are offering a solution that they don’t need yet or that they currently can’t afford.

With enough time, effort, and coordination, unqualified leads can be converted into paying customers. But even after they are acquired, they are less likely to repeat their purchase or remain loyal to your brand. On the other hand, qualified leads are like low hanging fruit. They are often in the process of being nurtured by your campaigns or have already completed it.

Qualified leads are those who can afford your offerings and can make the final decision to purchase. They are likely to have already researched on you or your competitor’s products with an intent to buy.   They have a problem in mind with your product or service as a possible solution; They are more likely to repeat their purchase and be loyal customers.

How to have more qualified leads

Each company will have a different way to segment and define their version of qualified leads. A combination of historical data, industry knowledge, and internal marketing studies can help companies identify their ideal customers. The more defined your company’s ideal customer is, the easier it will be for sales and marketing teams to find them.

Getting qualified leads require seamless work between sales, marketing teams and even customer services teams. For every stage of the sales cycle, there needs to be enough information to help them make a decision. Even qualified leads need education on why they need your offer and why they should purchase from you and not your competitors. It’s also important to keep track of why customers buy from your competitors, or just don’t buy from you again.

Handle your leads more effectively with the use of crm enablement platforms like Hey DAN. With their data entry, management, note-taking, and profile management, you can make sure that you’ll never lose sight of a qualified lead even after they convert.

By utilizing Hey DAN’s Voice to CRM technology, your sales teams can work on the things that matter. Instead of wasting their valuable energy on time-consuming administrative work, they can focus on what they do best. They can make sure that each nurtured lead into not just purchase but lifelong loyalty.