8 Traits To Achieve Make Leads
3. Knowledge Of The Purchase Process
Find out whether the prospect knows how to systematically move from one stage to the next of the purchase process until the actual purchase. A prospect who clearly understands the purchase process is a better prospect since it indicates that they are truly interested in buying the product.
4. Knowledge Of Your Brand & Products/Services
Any prospect who’s serious about converting will make the effort to know more about your company structure and the range of products you offer. They will want to find out who they to consult at whichever stage of the purchasing process they are in and also find out if you offer different products in the same category.
5. A Confirmed Date Of First Contact & Discovery
The confirmed date of the first contact is crucial as it determines whether your future engagements will be successful or not. A prospect who has already made initial contact with your team will be more receptive to further engagements. They will be readily willing to pick your calls and respond to any follow-up communications.
Another important factor to consider in a great leader is their financial situation. Even though all leads should be taken seriously, you need to give more attention to leads who have demonstrated that they have the financial resources to make the purchase.
Authority is closely linked to the budget. Do they have a voice in the final purchasing decision? This is particularly crucial when it comes to organizations and families. You need to focus on leads who are making the final purchasing decision. For instance, in the family scenario, a child may be the prospective buyer, however, they don’t have the budget or authority to make the buying decision.
Lastly, a good leader is one who has a genuine need for your product/service. At times, users will visit your site just to be entertained by your interesting videos or consume the content of your blog just because they are searching for ideas for their own blogs. These people don’t have a genuine interest or need for your offerings. Thus, it is essential that you isolate such people from genuine leads.
The takeaway here is that, just because someone has shown an interest in your products, it doesn’t mean that they are a great lead. You should always evaluate their underlying traits. Using these eight criteria, you will be able to determine whether a prospect qualifies as a worthwhile lead.
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