Qualified leads are individuals with the interest, capacity, and authority to make a purchase. Companies can pay for lists of qualified leads or identify them through telltale signs. Salespeople value qualified leads as they represent a strong possibility of making a sale.
A qualified leader is a person who has the interest, capacity and authority to make a decision about a purchase. For example, a person with a prequalification letter for a mortgage from a bank who has requested information about homes for sale and is the head of a household would be considered a qualified lead for real estate sales. Qualified leads are extremely valuable to salespeople as they represent a strong possibility of making a sale.
There are several approaches to developing qualified leads. Some companies pay for lists of people who meet specific qualifications in order to turn them into qualified leads. They might solicit people in a certain income bracket and narrow that list down to people making purchasing decisions before approaching people to see if they are interested in a product or service, hopefully generating a qualified lead. Other sellers might start by making contact with people interested in a purchase, reviewing those leads as soon as contact is made to see if they’re qualified.
People researching products and services aren’t necessarily qualified or capable of buying them, and salespeople want to be able to weed through the crop of sales prospects to focus on the people who will make the actual buying decisions. Sellers can look for telltale signs when deciding whether a prospect is strong, such as nice clothes for a person preparing for a big purchase or the presence of a couple in the sales floor, suggesting the presence of both parties involved in the purchase. . . Occasionally, these assumptions can backfire, which is why salespeople are often careful to be polite to everyone they meet, as anyone can be a qualified lead, regardless of appearance.
Sales companies can pay substantial bonuses for qualified lead lists. The expense is considered worthwhile as the business has access to a ready list of potential customers and can act quickly to secure sales. This contrasts with the painstaking process of identifying interested customers, seeing who among them can pay for purchases, and determining which of them have the power to make the decision to buy something.
Lead generation is a complex process and many sales people are handling leads of various types at various points in the day. Even when people are networking with new leads to develop relationships for possible future sales, they meet with established customers to try to secure business and research new leads to see if they’re worth following up on.
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