20 Questions for Faster and Better Lead Qualification

You can attribute a lot of great relationships to perfect timing. This is especially true for sales. That’s why you need a clearly defined process for generating more leads, of higher quality, that feed into a lead qualification system you’ve designed.

By taking these steps, you can reach your leads at just the right time in their purchase journey, increasing your chances of closing deals.

Generate More Leads

Most companies have a set of best practices for generating more leads, and don’t change their process for years at a time. Shaking things up a little can help you may help you find more success with lead qualification. Asking yourself a few questions may help you step up your game.

1. Where Are Your Leads Coming From?

Sales leads should be coming to you from a variety of places.

In fact, buyers typically consult almost five different information sources when deciding on products, vendors, or services.

Information sources used by buyers - use this info for lead qualification

Some may find you on social, while others may have participated in a webinar that you hosted.

Referrals are another popular way new sales prospects tend to find potential vendors or agencies. Customers or clients who come to you by referral actually have a 16% higher lifetime value.

Typically a data analyst or business intelligence employee should pull and analyze the data on where your leads are coming from, and funnel this information into your lead qualification system. You can use this data to shift your strategies if you need to.

For example, if you are getting lots of traffic but few qualified leads from Facebook, it may be time to either switch up your ad strategy or focus on other channels.

2. What Draws Clients to Your Brand?

You may think you know why clients select your brand, but there may be a disconnect between what you believe and what is real. You may know what channel your leads came from, but you don’t know what actually made them choose your business.

The simplest way to get this information is to just ask your existing clients. Their insights can help you leverage what you’re already excelling at to draw in more leads.

Maybe it was the simplicity of your website navigation or an About page that endeared you to your clients.

If you’re armed with this information, you may be able to find other qualified leads by pointing out these features or adding links to these pages in your ads, blog posts, etc.

Sales staff can be responsible for asking your client’s the question, and marketing or content can strategize and implement changes based on the responses. Capitalizing on what you’re good at can help draw more leads.