Everyone talks about “Qualified Leads” in the organization nowadays. It is such a hot term that every person in the organization feels that it is the only crucial thing.
Indeed, qualified leads play a big role in bringing new customers on board. Therefore, it is all the more important to follow smart processes to acquire qualified leads.
But before that, let’s know about the technical definition of Qualified Leads.
A qualified lead is something that has the possibility of becoming a potential customer and it fulfills the criteria decided by you and the identifying information provided by the customer.
Hence, we should pay attention to two important aspects of this definition.
First is the “Qualifying Criteria”. It is not standard criterion. It is unique and specific to your business.
The second is the “Identifying Information”. Only those customers will be called qualified leads who will readily (and willingly) provide the required information.
It means no purchased email list will be part of it. Similarly, cold prospects will also not fall into this category.
In the digital marketing funnel, there are two ways of defining qualified leads:
• Marketing Qualified Leads: It is someone who has met the minimum criteria to continue marketing in the anticipation of converting down the funnel. It will be passed to sales for further verification.
• Sales Qualified Leads: When enough information is gathered to qualify a lead for sales outreach, it is called a Sales Qualified Lead. It receives a sales follow-up because you find the lead valuable. Each organization can set its own definition to constitute the Sales Qualified Lead.
It is quite clear that the definitions of Sales Qualified Leads and Marketing Qualified Leads need to be adjusted to fit differences in volume, change in the market scenario, and changing buying patterns.
When organizations collect customer contact lists, the business outcomes are tremendous. Studies and research have confirmed that the business retention process can get a great thrust by that. Accurate contact lists can bring qualified leads as well. Intelligent use of a contact list will bring optimum benefits.
Hence, it is important to keep the customer contact database completely precise and comprehensive. There will be no desired benefit from a poorly maintained database.
The contact list validation process cleans customer data. It ensures that you store accurate data. When you follow a systematic method of verifying, correcting, and standardizing data, the authenticity is maintained well.
What validation method you follow depends on your personal preference. But once done, your marketing and sales teams will leverage it for generating qualified leads.
Are you sure about the comprehensiveness of your database? Well, it is difficult to answer this question confidently. Only 20percent of the organizations are sure about that. But it is a fact that 80 percent of the organizations lose data because of inaccurate and incomplete data sets.
So, get it validated well, and be assured that you have a comprehensive database that will bring qualified business leads. You will tap the right contact at the right time.
Duplicate data is the biggest drawback. It is because you spend resources unnecessarily when there are duplicate records. Moreover, you lose its effectiveness.
On the other hand, a neatly verified list does not have duplicate data. Thus, the possibility of contacting a customer multiple times is zero.
Therefore, your sales or marketing team will not tap a contact or send promotional stuff again and again.
The email bounce rate drops significantly when there are no duplicates. You can track the outcomes more precisely.
An accurate contact list brings qualified leads because you get the information through a uniform data format. You maintain consistency throughout the database. With a high level of correctness of the information, you can set a standard data entry format.
With a benchmarked format, your sales and marketing team can achieve effortless conversions.
With an accurate contact list, your sales or marketing representative approaches the right customer. You send the right communication to the right person or offer the best deal.
It is needless to say that you increase the possibility of generating qualified leads.
When you run a business, you have a specific set of priorities and limitations, challenges, and concerns. To overcome those, you need specific measures.
Maintaining a verified contact list is a good strategy. It brings qualified leads, and your sales and marketing teams are happy. They get better throughput and success. That is why you need a validated contact list.
To achieve that, you should follow the procedures to validate and cleanse the database. You will reach the intended customer at the right moment. Business benefits can be expected from that.