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Without a doubt, the prospect bc data singapore package qualification process is a key aspect for any company that wants more sales opportunities. In addition, it allows you to save time and energy on prospects who are not willing to close a purchase.
We know that qualifying leads is not an easy task, but if you define a process and gather the necessary information about each user, you will have a better chance of closing sales. By gathering all the insights about a prospect , you will put all the attention on potential customers. But, on this subject, the big question arises: what advanced techniques can we use to qualify our prospects?
To answer this question, we interviewed Bernardo Castañeda , Business Development Latin America at Pipedrive, in episode 14 of our Growth Masters podcast . Listen to the full episode and learn advanced lead qualification techniques here:
How to qualify prospects?
A qualified prospect is any user who meets the necessary characteristics to become a customer . The qualification process, on the other hand, consists of gathering all the relevant information to determine whether a user is willing to purchase the product or service.
For Castañeda, a common misconception among sales managers is that the more prospects they have, the greater their profits will be. The reality is not quite like that. Not all of the prospects evaluated will end up buying our product or service.
To differentiate potential customers from prospects who are not relevant, the specialist recommends, first, defining the purpose of the user qualification . Second, identifying the need that they have and, finally, analyzing how our products or services can help them meet their need.
On the other hand, Castañeda recommends taking into account four fundamental points when carrying out the qualification:
Consider whether the prospect has a real budget to purchase the product or service.
Define the number of people involved in making the decision for the purchase.
Identify the need for the product or service.
Determine how long it will take the prospect to make the purchase.
Techniques for qualifying prospects
For the specialist, qualification techniques are based on asking the right questions to obtain information from each user. He also advises establishing a qualification process. “We must create an efficient prospect capture process; otherwise, we will not obtain results,” he adds.
Checklist of questions to ask a prospect
Below are the techniques for the qualification process:
1. Create a list of questions
To obtain relevant information from each client, you need to ask the right questions. To do this, Castañeda recommends focusing the questions on the prospect's situation, points of need, feelings, among others.
2. Set response times
If a prospect comes to your business and asks questions, it's best for the sales team to take time and respond in a short period of time. Otherwise, the user will leave and look for another option.
Most sales are not closed by the best salesperson, but by the one who responds the fastest to customer queries.
3. Diversify your channels
Additionally, Castañeda recommends diversifying channels and including chatbots , emails and instant messaging to maintain interaction with users.
4. Use a CRM for automation
A CRM will help you keep all your prospects' information in one place. This software makes lead management easier by automating the sales process and tracking each customer's buying journey. HubSpot, for example, has a lead scoring tool , an automated process that allows you to rate prospects based on their interaction with a company and their fit with previously established sales criteria.
The system uses lead demographics and behavioral information, such as frequency of website visits, downloaded content, email interactions, and responses to predefined qualifying questions, to determine the likelihood of a lead making a purchase and to prioritize leads with the highest conversion potential.
lead scoring hubspot contacts
By using HubSpot's Lead Scoring, you can optimize your sales process and achieve better results. By focusing on high-quality leads and nurturing them effectively, you can increase the conversion rate of leads into sales and improve customer satisfaction.
At Impulse, we help you optimize the flow of lead qualification and assignment with HubSpot automation tools. We use the CRM for email marketing management, workflows, lead scoring, and automation of your marketing and sales processes. We invite you to learn more about our automation solutions with HubSpot.
