Sales leads should be qualified during MQM to determine whether or not there is a potential for a sale (learn the difference between a sales lead and a prospect here). By asking the right questions, the marketer can get to the bottom of what the lead is looking for and determine if they are worth pursuing. But what criteria should you use to qualify a lead?
We’ll outline five things to consider when qualifying sales leads during the time of MQM. Keep these tips in mind when speaking with potential customers, and these will help you focus on the most important aspects of the conversation so that you’re not wasting time on leads who are unlikely to convert.
1. Assess what kind of needs the lead has
This can be done by asking questions and listening closely to the answers in MQM. For example, why is this a top priority for you right now? What level of service do you require? What are your short-term objectives? Long-term objectives? What are you hoping to achieve? What factors might cause you to switch suppliers?
It will help you understand whether or not they are ready to buy and also help you determine what kind of information they need from you to make a decision. By understanding the lead’s needs, you will be able to better qualify and provide them with the information they need to make a purchasing decision.
2. See if they are a decision-maker
To close the sale, you need to be able to identify those who are in a position to make decisions about purchasing your product or service. During MQM, it’s vital to see if the lead is a decision-maker. It will help you focus your efforts on those who are most likely to convert.
There’s an easy way to find out – just ask them! Choose one of three methods: ask questions, read body language, and assess their role in the company. Whichever method you choose, be sure to tailor your questions and conversation accordingly. Remember that not every lead is a decision-maker, so don’t get discouraged if someone isn’t interested in what you have to offer. Just move on to the next.
3. Determine their level of interest
But, how do you determine whether or not a lead is interested in your product or service during MQM?
There are a few simple steps you can take to determine a lead’s level of interest. By understanding their needs and what drives them, you can get a better idea of whether they are a good fit for your company. By asking the right questions, you can get a sense of their level of interest and determine whether or not they’re worth pursuing. With the right information, you can save yourself a lot of time and effort by disqualifying leads that aren’t a good fit for your business.
4. Gauge their timeline
Measuring the timeline for a lead to become qualified during your initial MQM is key for knowing whether or not they are a viable candidate. It will give you an idea of where they are in their buyer’s journey and how quickly they need your product or service. You can then adjust your sales process accordingly.
If they’re able to give you a clear timeline of when they need your product or service, it’s likely that they’re further along in the buying process and are thus a qualified lead. Conversely, if they aren’t able to provide a timeline or seem unsure about their needs, they may not be ready to purchase just yet.
5. Find out if they have budget restrictions
Without a budget, there’s simply no way to move forward with a sale. Before you can qualify a lead, you need to determine if they have the budget for your product or service. This can be done by asking them directly during MQM, such as what are your budget constraints?
Most sales reps would agree that one of the most frustrating things about selling is not being able to determine if a lead has a budget until late in the qualification process. By then, it may be too late to pursue them any further, which can lead to a lot of wasted time and effort on the part of the market and sales rep.
By asking the right questions and carefully evaluating their responses, you can get a better understanding of whether or not they are a good fit for your product or service.
As you can see, there are a lot of things to consider when qualifying sales leads. At FunnL, we only generate SQMs (sales qualified meetings), so you can be sure that all of your leads adhere to your specific quality criteria. We have years of experience in the SQM space and only focus on providing our clients with high-quality SQM. Contact us today to learn more about how we can help you drive results through our proven SQM generation process.