So how do you know if you're dealing with a qualified lead? Well, active prospects are those who have started the buyer's journey . Whether they've recently visited your website, filled out a form, or opened an email.
To do this follow-up, it is essential to have a CRM that helps you monitor the interactions that prospects have and define whether you have the resources to solve their problem or need.
To identify qualified leads we recommend following these 3 steps:
Set up your website alongside your CRM to record leads in real time.
Create a view in your CRM to visualize and monitor all leads.
Identify the fit of your leads, through questions in the forms that provide characteristics of your ideal client. To know if they are qualified prospects or simple contact records.
Prospects that fit, but have not yet requested an interaction with sales (a consultation, cyprus phone number data a request for a quote or an informative talk), should be segmented in the contact database and moved to the nurturing process until they are ready for the connection stage.
It is important to note that identifying active prospects within the purchasing process means taking a specific action according to the stage of the journey they are in.
To do this, you need to investigate the context of the leads you obtain . For example, those who have registered on one of your forms. By studying their data and behavior, you can visualize in a general and approximate way how much they fit your ideal customer profile and help them build their purchasing decision (while guiding them in your sales process).
On the other hand, remember that the role of your sales representatives should be that of advisors and that they need to be able to recognize which clients they can help, adapting their sales strategies to the context of each buyer.
Carrying out this identification process helps your sales team focus their efforts on potential clients and establish personalized strategies , enriching the profile of your buyer persona and closing more sales, more efficiently.
In this way, your sales representatives will develop techniques that help them connect better with customers, accompanying them throughout their purchasing journey.
If you want to know how to recognize your active prospects and generate more and better sales, request a consultation with us.
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