There are many different types of sales leads, from cold leads who may not be super-familiar with your promo company to sales-qualified leads who are closer to making a buying decision. These different types of leads require specific approaches.
Digital marketer Sarika Sarmin contributed a post to the Fluent Forms blog that explains 7 common lead types and how to nurture and convert each one. We outline the post in this issue of PromoPro Daily.
1. Cold leads. These leads are at the top of the sales funnel. They fit your ideal customer profile, Sarmin says, but haven’t shown any interest in your business. They may not even be aware of what you offer. With cold leads, the goal is to get them to recognize how you can add value.
2. Warm leads. They’ve shown an interest in your company and may be considering partnering with you for promo. Sarmin recommends creating helpful lead magnets to generate quality warm leads. Once you start growing warm leads, she says you should offer a further incentive, like a free item.
3. Hot leads. At the bottom of the funnel, they need little motivation to buy. They’re just doing their final research. To close these leads, Sarmin recommends offering fresh incentives like exclusive promo or loyalty programs.
4. Information-qualified leads (IQLs). At the top of the funnel, these leads have engaged with your business and are actively seeking out more about your promo solutions. According to Sarmin, the best way to convert these leads is to provide personalized content. Show how your promo can solve their specific challenges.
5. Marketing-qualified leads (MQLs). In the middle of the funnel, these leads have inquired about your business. They may have completed a form or requested a meeting. To convert them, offer exclusive promo or gated content to show your promo expertise.
6. Product-qualified leads (PQLs). These leads have experienced your promo firsthand, Sarmin says, and now they just need a little convincing to become a client. She recommends addressing any final concerns and offering personalized onboarding.
7. Sales-qualified leads (SQLs). To convert these leads, Sarmin advises asking the right questions to learn their concerns and then offering your opinion on what promo would work best. SQLs need your promo and have the authority and budget to buy.
When you know what type of lead you’re working with, you can tailor your message to their specific needs. This ensures you resonate with them, providing a better experience overall.
Compiled by Audrey Sellers
Source: Sarika Sarmin is a digital marketer who contributes to the Fluent Forms blog.
