Qualifying Leads, Getting In Front Of Decision-Makers, And Building A Sales Pipeline

You don’t need more customers, you need better customers. How do you get better customers? By qualifying leads and getting in front of the right decision-makers. Follow these tips and you’ll be on your way to a more successful small business. 

Implement these strategies and see an increase in qualified leads coming through your door. Watch as more decision-makers are interested in what you have to offer, and close more sales than ever before. 

Lead generation alone is not enough, you must also score your leads to determine their quality. A lead’s score is based on their fit with your target market and their likelihood to convert. The higher the score, the more qualified the lead. 

Plus, sales processes are changing. In order to get in front of the right decision-makers, you need to have a sales pipeline. A sales pipeline is a system that allows you to track and manage your leads from start to finish. 

Building a custom sales process tailored to your business can be a challenge, but it’s important to take the time to do it right. The decision process for selling a product or service is different for every company, and there’s no one-size-fits-all approach.

By following these simple tips, you’ll be on your way to getting better customers and closing more sales in no time.

Graphic illustration of person moving a giant chess piece. Increase Revenue With Better Customer Qualification Strategies

Increase Revenue With Better Customer Qualification Strategies

If you’re not qualifying your leads, you’re wasting time and resources trying to sell to people who are not interested. By qualifying your leads, you can increase the chances of selling to them and converting them into paying customers. 

Lead qualification processes are called lead scoring. Lead scoring is the process of assigning a numeric score to a lead based on their likelihood of becoming a paying customer. The higher the score, the more likely they are to buy from you. 

To qualify a lead, you need to know your target market. Once you know who your target market is, you can start qualifying leads by creating a lead qualification framework, or lead scoring system. 

By qualifying your leads, you can increase your chances of selling your product or service to them and converting them into paying customers. Implement a lead scoring system today and start seeing an increase in sales. 

Here’s an example of how you can create a lead scoring system: 

Assign a score of 0-100 to each lead, with 100 being the highest score. 

  • Leads with a score of 80 or above are considered hot leads and should be contacted immediately. 
  • Leads with a score of 60-79 are warm leads and can be contacted but may need more nurturing before they’re ready to buy. 
  • Leads with a score of 59 or below are cold leads and are less likely to buy from you. These leads can be placed in your sales pipeline and nurtured until they’re ready to buy.

Learn How To Get In Front Of The Decision-Makers Who Are Ready To Buy

If you’re not getting in front of the right decision-makers, you’re missing out on potential sales. To increase your chances of selling to a lead, you need to get in front of the right decision-maker. 

The importance of identifying the decision-maker early in the sales process

In any sales process, it is important to identify the decision-maker early on. This is the person who will ultimately sign off on the purchase, and so it is essential to tailor your pitch to their needs. 

The decision-maker is also known as the economic buyer – they are the person who stands to gain the most from making a purchase. As such, they are usually more interested in the financial benefits of a product or service than anything else. 

However, it is also important to remember that the decision-maker may not be the only person involved in the decision process. There may also be decision criteria & influences, such as a budget authority, that need to be considered. 

Ultimately, identifying the key decision-maker early on will help you to focus your sales efforts and close a deal more efficiently.

graphic illustration of person looking for a decision maker with a spyglass

How to identify the decision-maker

There are a few key methods that can help you to quickly identify the decision-maker. One of the most effective methods is to use social media. LinkedIn is a particularly useful tool for this purpose. Simply search for the company name and look at the employee profiles. 

The decision-maker is likely to be in a senior position and will have been with the company for several years. Another method is to look at the company’s website. Often, the decision-maker will be listed on the “About Us” page or in the job descriptions. 

Finally, you can try to identify the decision-making criteria that are most important to the company. For example, if cost is a major concern, then the financial manager is likely to be the decision-maker. 

Once you’ve identified the decision-maker, you can tailor your sales pitch to their specific needs and interests.

Graphic illustration of a small business owner building a sales pipeline.

Build A Sales Pipeline To Increase Your Chances Of Closing A Sale

In order to be successful in today’s competitive business climate, it is essential to have a well-crafted sales process. A one-size-fits-all approach simply won’t cut it; what works for one business may not work for another. 

Rather than relying on a rigid, inflexible framework, the most effective businesses invest in customizing their sales process to meet the unique needs and pain points of their customers.

This involves drawing on insights from key members of your sales team and marketing team, as well as listening closely to sales reps and customer feedback and adapting strategies accordingly. 

With the right amount of collaboration and communication, you can create a sales process that truly drives results and puts your business ahead of the competition. And at the end of the day, isn’t that what every business is striving for?

Increase Your Business’s Revenue Today. Graphic illustration of person riding a rocket ship with a briefcase

Closes More Deals And Increase Your Business’s Revenue Today!

Once you have qualified leads, it’s time to start nurturing them. Nurturing leads involves building relationships and trust with them. You can do this by providing valuable content, staying in touch, and following up on their needs. 

By nurturing your leads, you will be able to build relationships and trust with them. As a result, you will be able to close more sales and increase your revenue. 

Start qualifying your leads today, get in front of the right decision-makers, and build a sales pipeline to increase your chances of closing a sale. You’ll be on your way to a more successful business in no time.

If you have any questions about this post or wish to learn more about lead generation & qualification, contact our team of digital marketing experts today!