There are certain things every salesperson should know, especially when it comes to leads. After all, the more you learn about leads, the more your business can form strategies around potential customers to increase sales.
A quality lead could help your business secure a customer and ensure that you’re the first person that they call when an emergency happens. Here are three sales leads facts you need to know.
They connect you to real people
Quality leads connect you to potentially quality customers. This is important because you save time, money, and effort by connecting to a real person with an up-to-date email address, phone number, or mailing address.
This can lead to you talking to a real person and seeing if they’re interested in your products or services, allowing you to make a sale or move on without having to reach out to this person over and over again.
Talking to a live person who’s actually interested allows you to explain your products and services in greater detail, so you can better assist a potential customer or business. This can help your business make a sale and gain a new customer, as well as give that customer as much information as possible.
A sales lead doesn’t guarantee a customer is interested
When it comes to sales leads, you must be able to distinguish a sales lead, prospect, and a qualified lead from one another, since they’re all different.
A prospect is a potential customer who fits certain criteria, such as your target audience. However, the key thing to note is that a prospect only has to fit certain criteria and doesn’t have to have shown interest in buying a product or service.
A sales lead is a person or business you have identified as a potential customer. If you run an HVAC business, for example, then an HVAC lead might be a new homeowner who needs to install central air conditioning in their house soon.
Finally, there’s the qualified lead, which is a lead who’s almost certainly interested in your products or services. However, purchasing qualified leads (if you go that route) can be expensive. They’re not always exclusive either, so other people and businesses can buy the same leads and get to the customers first.
Warm leads tend to be more valuable than cold leads
A cold lead might fit in your target audience, but this lead hasn’t heard about your business before. They don’t know what you sell or have to offer.
As an example, a cold lead is when a company calls you out of nowhere and tries to get you to purchase or sign up for something. In this scenario, you’ve never reached out to this company or shown interest in what it has to offer, yet it’s somehow reaching out to you.
While this can lead to a sale or new customer, many people tend to get annoyed by these types of calls. After all, it can feel like an invasion of privacy, and even if the person being called doesn’t feel that way, a sale isn’t guaranteed as a cold lead is very hit or miss.
A warm lead, on the other hand, is a person or company that’s shown interest in your business, and you have a higher chance of making a sale in this scenario. As an example, a warm lead could be a person who’s liked your company on social media or shown some other expression of interest.
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