What Are Sales Qualified Leads?
Before we jump into generating sales qualified leads, let’s first discuss what they are. Sales qualified leads are the close ones. These are leads that are ready to purchase, and want to purchase your product. They have shown interest in your products, they have engaged in your content, signed up for your newsletter. You can see where they are in your sales funnel, and you know that they’re right there. They’re so close to buying a product, you can taste it.
How Do You Know When You Have A Sales Qualified Lead?
A lead has shown interest in your company in some way. A way that many different companies try to gain leads is through polling and surveys. This way the person already shows interest in the company before they reach out. For example, a digital marketing agency puts out a survey for people who need an SEO consultant to help boost their websites rank. An interested person fills out the survey, and at the end leaves their contact information. You receive that information and send out an e-mail that explains all the ways in which your digital marketing company can help boost a website’s Google rank through proper SEO. This way, you’re not reaching out through cold emails. The person has already shown interest in the specific problem that you and your company can help fix. Now a sales qualified lead is just a lead who has engaged with your company on a more frequent basis. They’ve read blog posts on your website, clicked on your ads, emails. They are the closest thing to a sale. And these are the leads that offer the best chance at a sale.
You Need To Practice Lead Nurturing Over Lead Generation
The practice of lead nurturing is an organic way of developing relationships with potential customers. It isn’t lead generation that just places paid ads all over the social media and different search engines. This doesn’t build a relationship.
Lead nurturing is about selling to human beings. Naturally, humans have problems and it’s your companies job to fix those problems. But it isn’t just about fixing problems, it’s about talking, and discussing their needs. You need to let them voice their concerns over different issues that they might be having, and chime in with an understanding and helpful response. This is the beginning of cultivating long-lasting relationships with your leads. This will create strong relationships and turns more leads into conversions.
How Do You Create Sales Qualified Leads?
Cultivating those relationships is part of creating sales qualified leads but now we need to discuss what strategies you should implement in the lead nurturing process.
Send personalized and problem-solving emails
Emails are a very important part of any marketing campaign. But they can get a bad rap. The reason for this is because a lot of email campaigns aren’t directed towards anybody specifically.
These come off as spammy, and they aren’t focused. They don’t answer specific questions, and this often leads to the email getting deleted before the user even opens it.
As mentioned before, create a poll or survey, and once you get their email information, direct your next email campaign towards those specific issues. Start the email off with their first name, and thank them for completing the survey.
These are the proper ways to direct your email so that they come off genuine. There’s a much stronger chance of converting a lead into sales by sending out personalized emails.
Track and engage at the right time
An important aspect of nurturing potential clients is that you engage with them at the proper time in their sales journey. That’s an important aspect. It is a journey and a relationship. Jumping right into closing a deal early on, will have them running for the hills.
By using the proper tools, you can track your leads and see where they are in their buyer’s journey. This way you can ensure that you’re selling products at the time that they need them. You can keep track of this, and base your marketing strategy on this.
Social media engagement
Run some traffic, and engagement campaigns to start a conversation. Again, the campaigns should be targeted towards the audience that you want. When they engage make sure to respond.
Social media platforms are a great way to engage with potential leads. If they leave a comment or show any interest at all, you need to return that. It’s a two-way street, and you need to make sure that you’re keeping the conversation going. This personalizes your brand making it easier for a client to feel comfortable.
Create a landing page
Landing pages are a great way to gain sales qualified leads. Make it easier for leads that visit your landing page by making sure that they only fill out the form once. Then once you have their information, you can send e-Books, infographics, and other products that will increase your chances of turning leads into full-fledged customers.
Create partnerships for marketing campaigns
This is happening more and more in the business world. Where two companies that offer similar services create a co-campaign. Whether it’s a webinar or an e-book, they create it together and this broadens their horizons.
Now they’re reaching a wider audience and creating products from different points of view. B2B and SaaS companies often create campaigns like this.
Converting Sales Qualified Leads Is Essential For Your Sales Machine
You gain and convert sales qualified leads by being human. Well, it’s a little morecomplicated than that. You need a strong marketing strategy as well. But it all starts with building relationships. Building and maintaining.
You’re targeting individuals with individual problems. Stop sending out generalized emails, and social media posts, and ads. Target specific people, and create long-lasting relationships.