Post by account_disabled on Jan 24, 2024 18:39:23 GMT 8
The number of potential clients is not so important as their “quality”. Therefore, businesses usually divide leads into several types - especially if the sales funnel consists of many stages. This often happens in B2B, e-commerce, or areas where the client sometimes takes months to make a purchasing decision. Read how to categorize leads step by step and why it is important to do this. Reading time: 12 minutes What is a lead Why categorize leads? 1. Properly distribute the load on the sales department 2. Find bottlenecks in the sales funnel 3. Evaluate how advertising works and optimize campaigns 4. “Warm up” leads that are not yet ripe for purchase Lead classification Information Qualified Lead (IQL) or NQL (non-qualified lead) MQL (Marketing Qualified Leads) SAL (Sales Accepted Leads) SQL (Sales Qualified Leads) Example of lead classification How to build a lead classification process conclusions What is a lead A lead is a potential customer who has shown initial interest in your product.
As he Fax Lists moves through the sales funnel, he may eventually become your buyer, but not necessarily. For example, a lead is someone who: went from advertising to the website and filled out an online application; downloaded useful content, leaving your contacts in return; registered for the webinar; called to consult about the product; agreed to a meeting during a cold call from your manager. The problem is that not every lead is truly interested in your product. Only 5-15% of people who are conventionally considered potential buyers are ready to communicate with the sales department. Therefore, it is important for the company to understand at what stage of decision-making a person is and whether he is even inclined to buy.
This is especially true for companies where there are many touches with the client before the purchase. Ideally, prospects move through the funnel like the one shown below. But in fact, some of the leads “fall out” from it, and some are not potential clients at all. leads, sales funnel Let’s imagine a website for English courses that has a test to assess your knowledge level and an e-book “Top 300 Useful English Phrases for Travelers.” To receive the test results and the book, you need to leave your email. Let’s say that the course received emails from four users per day—at first glance, these are leads.
As he Fax Lists moves through the sales funnel, he may eventually become your buyer, but not necessarily. For example, a lead is someone who: went from advertising to the website and filled out an online application; downloaded useful content, leaving your contacts in return; registered for the webinar; called to consult about the product; agreed to a meeting during a cold call from your manager. The problem is that not every lead is truly interested in your product. Only 5-15% of people who are conventionally considered potential buyers are ready to communicate with the sales department. Therefore, it is important for the company to understand at what stage of decision-making a person is and whether he is even inclined to buy.
This is especially true for companies where there are many touches with the client before the purchase. Ideally, prospects move through the funnel like the one shown below. But in fact, some of the leads “fall out” from it, and some are not potential clients at all. leads, sales funnel Let’s imagine a website for English courses that has a test to assess your knowledge level and an e-book “Top 300 Useful English Phrases for Travelers.” To receive the test results and the book, you need to leave your email. Let’s say that the course received emails from four users per day—at first glance, these are leads.