Key Lead Indicators - Top 5 ways to increase chances of converting prospects to leads
Yes we will take the credit for coining this word - ‘Key Lead Indicator’. The real reason behind the post is to formulate a process of how to identify leads with the highest probability of becoming a prospect.The key things you would be looking for would be :
1. Prospects with needs which align to your offerings
If you already have a list of prospects, further identifying the ones who have needs to be fulfilled which your product or offering can meet is a major step in the process
2. Prospects you can reach out to
Physical proximity is an advantage, but most important is that your marketing message should be clear and understandable. If you are marketing to a North American audience, the message should be tailored accordingly. Producing communication with Message segmentation based on Prospect’s interests is key.
3. Prospects who buy similar services or products
If your service/product is complimentary or even better than a purchase the prospect made, your prospect gets a higher score especially if its something they have to buy or use frequently.
4. Prospects who are hesitating to buy because they dont have the information
If you can educate the prospect about a service or product, then you can also influence them in the buying decision
5. Prospects whose rationalizing approach to buying matches to your key differentiators
If prospects look for specific features or reasons why they need to buy something and if you have some way of demonstrating that , these are high scoring prospects who should probably be a lead.
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