These are the six steps to qualify leads in service companies

[Ehsanuls55]

It's no secret: the better we know our customers, the easier it will be to identify the ideal profile we want to reach with our campaigns, according to the objective defined by the business.

Having these two aspects very clear: Ideal profile + Business objective, we will be able to adequately qualify and prioritize the leads, which will help us obtain higher closing rates, greater efficiency and of course, sales teams that value the prospects sent by Marketing.

Here are the six steps to follow to start qualifying leads in service companies:

1. Establish the correct definition of what a lead is for your business
As we said, knowing and understanding the different profiles of our current clients will be the best starting point for identifying the characteristics and patterns that will allow us to accurately rate the leads.

We could initially consider the company's size, industry and budget. What was the first channel through which our best customers contacted us? What were their main questions during the purchasing process?

Once we have identified one or more patterns, we must ask ourselves: Which of these hospital mailing email list profiles have been our company's clients the longest? Which ones have better purchase receipts? Which ones were easier to sell to and engage in productive conversations with?

With this information gathered, we can use the following checklist:

The lead matches the definition of the ideal buyer persona.
Your business challenge aligns with our solutions.
We will have access to decision makers.
Now, it is very important to note that the definition of the ideal lead must be agreed upon between Marketing and Sales. Both areas will have to agree on:

What are the characteristics of a sales-qualified lead?
How to recognize a junk lead and differentiate it from a cold prospect that can be nurtured with marketing actions.
Which sources and media usually attract better leads (LinkedIn, Google Ads, Webinars, E-books...) and require immediate attention from Sales.