Need
Identify the buyer’s need. It’s helpful to know a asia mobile number list buyer’s pain points — the issues that keep them up at night. It provides a conversation starter and a basis for building value. If you know a lead’s hot issues, you understand what is most likely to boost purchase urgency.
Opportunity
Understanding the need, the seller can build out the associated benefits from taking action. If the lead buys into the value the seller offers and their opportunity to benefit, it raises the urgency to buy. Thus, the lead becomes an opportunity.
Team
The seller needs to engage the entire team of people who will make the purchase decision and use or benefit from the product.
Effect
As the deal is nearing closure, discuss the effects or outcomes. Also, set expectations for success and the timeline for achieving those outcomes.
When sellers take a more consultative, proactive approach and qualifying leads on the buyers’ terms, they can motivate the buyer to involve key decision-makers, find the necessary money to buy and speed up the buying cycle.
But we’re not quite finished.
Buyer-Centric Lead Qualification for the 21st Century
While a buyer-centric lead qualification strategy like NOTE is essential, there’s more you can do with the data and analytics we have at hand today.
Likeliness
Even before you begin to qualify leads, you need to define your ideal customer profile (ICP). With knowledge of the demographics, firmographics and buying behavior of your best customers, you can build a buyer persona and detailed ICP of the type of lead most likely to buy from you. Use your profile to initiate qualification before you engage a lead.
Score
Lead scoring provides a numeric value that helps sellers determine the time and effort they should put into nurturing, following up and converting a lead into an opportunity.
Trust
Build your expertise, learn about competition and share customer stories. These will all help you create an educated buyer who trusts you to solve real problems.
