Blogs.
Case studies.
Guides.
Infographics.
Videos.
All these contents help you to:
Establish credibility.
Educate prospects about your products or services.
Building trust in your brand.
Stage 3: Prospecting and qualifying leads
At this stage, a proactive search is carried out for potential leads that fit the previously defined ideal customer profile. This involves the use of different strategies:
Database search.
Networking.
Use of social networks.
Participation in events.
Once the leads have been identified, they are scored to determine their level of interest.
Scoring is done by assigning a score or numerical value to each lead based on a set of predefined criteria . These vary depending on the company, the sector and the product or service offered.
Below are some of the most common forms of grading:
Demographic information : Basic information about the lead is evaluated to mobile number list determine if they fit the profile of an ideal customer. Pay attention to:
Geographic location.
Company size.
Industry.
Position held.
Website Engagement : Track the actions the lead has taken on the website to determine their level of interest. Observe:
Content downloads.
Visits to key pages.
Time on site, etc.
Email Activity : Perform a detailed analysis of how the lead interacts with the emails sent by the company. Use metrics such as opening rates, link clicks, among others.
Stage of the buying cycle : Evaluate what stage of the buying process the lead is in. For example, if they have shown interest in a product demo or requested a quote, they are likely further along.
Source and Origin Data : Depending on where the lead comes from (landing page, paid ads, referrals, etc.), it has different levels of relevance and interest.
Budget and Authority : Analyze whether the lead has the budget and authority to make purchasing decisions.
After evaluating these criteria, assign a score to each lead and classify them into different categories, such as:
Hot lead : Hot, high priority lead.
Warm lead : Warm lead, with potential but less urgent.
Cold lead : Cold lead, less promising at the moment.
These categories help the sales team focus their efforts on the most promising leads and increase the chances of conversion.
