FINDING YOUR SWEET SPOT: THE IMPORTANCE OF LEAD QUALIFICATION

THIBAULT HEINKENS, INSIDE SALES @ TEAMLEADER CRM

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THIBAULT HEINKENS, INSIDE SALES @ TEAMLEADER CRM

FINDING YOUR SWEET SPOT: THE IMPORTANCE OF LEAD QUALIFICATION

T h e i m p o r t a n c e o f L e a d Q u a l i f i c a t i o n

FINDING YOUR SWEET SPOT

Online tool (SaaS), all-in-one:• CRM• Project management• Invoicing• Ticketing system (support)

➢ stay organized➢ build better relationships with customers➢ collaborate more efficiently

Overview

What is Lead Qualification anyway?

Why is Lead Qualification so important?

Asking the right questions

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1. What is Lead Qualification Anyway?

Establishing whether there is a match

between your solution and the needs of the lead

• Central question in Lead Qualification:When should a lead buy your solution, and when should they not?

• It’s all about finding your sweet spot lead:a type of customer that you can service really well, who has an absolute need for your product and who is willing to buy it

• Implications:• On marketing• On the way you pitch your product

(Knowing your product and your lead!)

• Who is in need of your solution?

• Who is willing to pay for it?

• Who has the authority to make the decision whether they will buy or not?

Identification Evaluation Purchase Promotion

After Lead Qualification you will have enough information about your leads to know:

➢ WHETHER you have to sell them/ pitch them your solution

➢ HOW you can do this most effectively

2. Why is Lead Qualification so important?

RESOURCE EFFICIENCY

It’s a vital process that makes sure you will no waste any time or resources on unqualified leads.

Allows you to concentrate all your time and efforts on your sweet spot leads.

Proper Lead Qualification will prevent you from:

Pitching your solution to someone who doesn’t need it at all and will never be interested in buying it.

Proper Lead Qualification will prevent you from:

Trying to convince the wrong person in the sweet spot company you’re targeting

Proper Lead Qualification will prevent you from:

Closing bad deals

Poorly qualified customers can:

• need a lot of support• become very frustrated, really fast• ask for refunds• cause damage to your companies reputation

Proper Lead Qualification will prevent you from:

Running into bad surprises during your sales process

You should always have a good idea of:• the size of the deal• the chance of success• the timeframe

ALWAYS KEEP CONTROL.

3. Asking the right questions

SPINSituation

Problem

Implication

Need

SPINSituationAimFind out all relevant information about the current situation/context of a lead

Impact on successLeast powerful of all SPIN questions; don’t overdo it!!!

Tip:Do your homework: QUALIFY!

SPINProblemAimIdentify the problems, difficulties or discontent experienced by the lead in his current situation

Impact on successMore powerful than Situation questions. You will get the hang of this, once you have more experience with your sweet spot clients

Tip:Do your homework: QUALIFY!

SPINImplicationAimEmphasize the consequences, the implication of the problems you identified previously

Impact on successMost powerful of all SPIN questions! They make a lead realize how his business is being affected by problems you can solve

Tip:Most tricky to come up with. Qualify and learn by doing!

SPINNeedAimClearly presenting the value and advantages of your solution

Impact on successVersatile questions, the opposite of Implication questions. They make a lead realize how you can help.

Tip:Have the lead tell you what he wants to hear.

PRO TIP

Try and wait to introduce your solution until well into the sales conversation.

The best salesmen will first discuss problems and implications, before offering their solution.

T H A N K S F O R Y O U R A T T E N T I O N .THE END!

SEE YOU SOON! LOVE. THEFAMILY.CO