Qualified Lead Generation: What It Is and How to Do It

It’s not enough to gather contacts for your brand; You need to work on generating qualified leads to achieve sales results.

If you want to increase the quantity and improve the quality of leads generated by your team, continue reading this article we’ve prepared on the topic.

Here, you’ll learn what lead qualification is, along with the main criteria and strategies for defining qualified leads.

What is Lead Generation?

Generating leads means attracting potential customers and turning them into business opportunities for a company.

And we’re sure that’s what you want for yours.

Through lead generation, a brand can build relationships with consumers, gain trust and relevance, and guide those contacts through the sales funnel, turning them into customers.

What are Qualified Leads?

When a consumer provides your company with contact information or personal data, such as name, email, or phone number, they become a lead.

They provide this information because they are interested in something your brand offers, though not always directly in the product or service.

Often, a lead may not move forward through the sales funnel.

Other times, the lead isn’t yet ready to buy and needs to go through what we call, in Inbound Marketing, the nurturing and qualification process to reach qualified lead status.

A qualified lead is, therefore, a lead who has gone through this process and is closer to the buying moment.

Besides having interest and the right timing for the purchase, a qualified lead also fits the ideal customer profile for your company.

Read Also – Step by Step: How to Get Qualified Leads in 2022

Best Ways to Generate Qualified Leads

We can work on qualifying leads who aren’t yet qualified or use strategies that will bring in more qualified leads right from the first conversion.

Both approaches are essential for qualified lead generation for the sales team.

This way, the sales team can focus their efforts on leads who are already in the decision phase and open to negotiations and approaches.

Here, we’ve selected some actions that will boost this goal:

Optimize Your Website

Optimizing a website means improving structural and content factors.

This way, you increase visit volume, provide relevant content for your audience, enhance your brand’s online relevance, and improve conversion rates.

Combining SEO and CRO strategies and optimizations is powerful in bringing qualified traffic to the site, increasing the chances of generating qualified leads.

Consider using conversational marketing tools, like chatbots and virtual assistants, to offer personalized service to your visitors and, in the process, gather relevant information at the first point of contact between brand and user.

Attract the Best Leads

In addition to website optimization to attract better-qualified traffic, you can use other resources to attract the visitors and leads your brand is interested in:

Promote Your Site with Ads

Any type of online advertising or paid media can boost qualified lead acquisition.

Explore campaigns with sponsored links, display networks, and social media ads for comprehensive online media campaigns to generate qualified leads.

Create Segmentation

Since campaign targeting can be highly detailed in relation to the audience you want to reach, media investment is valuable for generating qualified traffic to your pages.

Specific ads should be created for each segment in line with defined personas and the different stages of the buyer’s journey.

Form Partnerships and Co-Marketing Strategies

Co-marketing is a way to forge bonds between companies and combine strengths to increase the reach of your content, campaigns, and materials for generating qualified leads.

With co-marketing actions, you can reach an audience already familiar with the other brand.

For partnerships, look for companies aligned with yours to offer content relevant to both audiences.

Optimize Conversion

Beyond website optimization and driving qualified traffic to it, you can enhance the conversion hooks on your pages if your goal is to capture qualified leads.

Conversational Marketing

Conversational marketing encompasses actions and tools related to conversation contexts.

It can be explored with technologies like chatbots and virtual assistants.

These tools provide an alternative to static forms by offering a more dynamic and personalized visitor experience.

This is also a way to generate qualified leads since you can choose the questions based on the visitor’s interactions.

This way, you can understand what each visitor needs on an individual level, capturing more than just email or phone data.

Qualified Leads with Chatbots

The tool enhances your customer’s experience by making the conversion process much more interactive and dynamic.

With personalized approaches, lead generation increases by up to 202% (Source: Hubspot).

Additionally, with this kind of tool, your brand can understand what the visitor wants and offer what they need according to their buying stage.

The qualification can happen during the conversation, according to predefined criteria, and leads with the necessary qualification are automatically directed to sales outreach or support.

Conclusion

To generate qualified leads, we have various resources and improvements to achieve the desired results.

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