Qualifying leads means eliminating potential customers who do not meet your requirements from the business process based on predetermined criteria (so-called qualification criteria). You no longer work with leads that do not pass qualification (disqualified) in the business process or, for example, you do not attend to them personally because they are not large enough.
Lead qualification process
- Determine the qualification criteria, i.e. who is your ideal customer.
- During the business process, evaluate your potential customers according to these criteria
What are the most common criteria for qualifying leads
- Need - ask if the customer really needs what you offer
- Budget - ask if the customer has a budget for your product
- Decision-making power - find out if you are talking to a person who has decision-making power
- Timing - Does the customer need the product now? If not, it will delay the purchase decision
How to qualify leads in Aptien
Lead qualification in Aptien is carried out in the register of business opportunities, in which you set the qualification criteria according to your methodology and exclude unsuitable leads from the business process.
