Marketers are always looking to attract more leads. They assume that for generating more sales and increasing revenue, they must increase their lead count. While increasing the number of leads is important, your leads are of no use if they aren’t qualified enough to purchase your products or services.
Qualifying leads make sales of a business easier because salespeople know that the leads they are approaching are interested in what the business is offering. How can you determine if your leads are qualified?
1. Tracking Website Pages
There are tools that can help you track the pages that your visitors are browsing through on your website. If your viewers are browsing through important pages on your website, it may mean that they are interested in your offer. However, if your visitor is browsing through all your offers and clicking on each link, it may mean they are interested in collecting something thing you have written on your webpage for less than noble purposes.
2. Email Review
While marketers want the contacts to open the email and click on the offers, sometimes an opened email isn’t a good sign. That’s because contacts who wish to unsubscribe from your email list must open the email and click through it, so it’s a good idea to track the links that your contacts are clicking on. Identify the contacts that are unsubscribing, not reading your emails or placing all your emails in the junk folder. This information can help you determine the leads that are not interested in your offers.
3. List Creation
Establishing smart lists that filter potential leads on the basis of location or interest or other specific measures relevant to your business can help you determine unqualified leads. You can establish specific rules to filter unqualified leads.
For example, if your business is located in the UK and you only attend local clients, there is no point of tracking foreign prospects. Therefore, you can create a specific rule in the list to filter leads with IP addresses outside the UK.
4. Email Forms
In B2B marketing campaigns, you may be able to determine whether the lead is legitimate, based on the email id they provide. Vendors or competitors who only want to acquire key information about your business may use blacklisted email addresses to sign up for your offers. If you notice strange email addresses, you should block these kinds of people from completing your forms. To block them, compare their email id against a list of spam email address providers. This will keep your database free from uninterested leads.
5. Additional Information
You can ask for additional information in your forms to check your leads. Items like company size, geographic information, industry or business type can help you determine if the person completing your form is qualified as a sales prospect based on who you want to work with. By analyzing this information you can determine whether the lead is qualified or not.