In the world of business, leads are just as important as any other people that are involved inside it. In inbound marketing, whenever there is a new content in your site, forms will come bombarding your emails. And this is where leads enter in. However, not all leads are equal. That’s why it’s important to evaluate them to point out which is qualified and which is not.
Before anything else, let’s discuss what leads are. To make things simple, lead is a contact that was added into your database whenever they submitted a form that’s found on your site. This form can exist in different types whether it is a contact form, registration form, and the like.
Basically, a lead is a contact that is interested in your business because they provided their personal information as an exchange. Leads are here for a purpose. They want something from you and your company. But not all leads need to be qualified. That’s why we have two types of identifying qualified leads to help you out with that, and we are going to talk about it down below.
Marketing Qualified Lead (MQL)
The first lead is what we called the Marketing Qualified Lead (MQL). However, this lead is still not quite ready to make some sales just yet. This type of lead is more focused on the point of sale rather than a standard lead.
Sales Qualified Lead (SQL)
This one is more than ready for sales and is truly qualified. You have to keep this lead as a valuable one as they are the ones who can help you in your business. They are not only interested on your products and services, but are also willing to buy as well.
Demographics and Psychographics Explained
Each company has their own way of qualifying leads. So basically it’s not a one size fits all kind of thing. Before qualifying a lead, you need to have a quick check on each buyer’s personas. Explore each detail and see which of them is a much more ideal customer. What job do they have? How about their company’s revenue? And so on.
Their online behavior plays a vital role as well. If you noticed that they repetitively visited your site for months, then chances are that he/she is truly interested on your products and services. If you think you have found the right lead, it’s time to get into the qualification process, which we are going to tackle below.
Using HubSpot Smart Lists
Smart Lists such as the one that’s built-in into HubSpot provides a curated info that allows you to select which lead is the right one based on your provided criteria. For example, you want to create a list full of SQL leads. So to keep things simple, let’s say that these SQL people will be filtered out in the “director” category. Once everything is ready and set, Hubspot’s smart list will do all the magic and choose contacts that meet your conditions.
HubSpot Lead Scoring
Another method is by lead scoring. This one filters out factors that your company needs and score each lead that meets those factors. With lead scoring, it will all depend on the weight you assign to different values and behaviors of the leads. This means it takes all several factors all at once to let you see a visualized view of a bigger picture, allowing you to choose a qualified lead that suits your needs. Summing it up, lead scoring does all the job for you without all the hassle. What’s best is that it will keep you notified whenever there’s a qualifying lead that will appear on your database.
Summing it Up
Finding leads isn’t as hard as it seems. By using these two simple tools above, you can easily find your leads in no time. Once you’re done qualifying your leads, categorizing them is your next step. Once done, you’re more than ready for take-off!