How Can I Get More Qualified Leads? There’s a whole lot that goes into making sales, which is arguably one of the most important parts of running a business.
After all, how will you ever make money without making sales?
The sales process takes a lot more than just convincing prospective customers to buy your product or service!
First of all, you need to create something that consumers want to buy.
Then you have to put together your sales teams, train them on the sales process, research and find sales leads, approach those leads – and try to sell!
And let’s not forget that many businesses also employ a marketing team to help with those marketing leads.
A big struggle in the sales funnel is finding qualified leads.
The Struggle of Finding More Qualified Leads
There are so many different reasons to why sales professionals can’t find qualified leads. Here are a few:
- They don’t know where to look – A very important point
Some sales representatives simply don’t know where to look to find leads and expect those closing deals to just fall into their lap!
- They bring in unqualified leads
Sometimes the sales department does bring in leads – but not the right ones! Potential buyers can sometimes be hard to find, and it’s easy to find yourself dedicating a lot of the buying circle on the wrong kind of customers.
- They don’t have the time
We’ll look at this in further detail, but often a team simply don’t have the time to look for or approach future customers. Sales priorities end up focusing on finding customers rather than actually selling – and as any business owner will know, that’s a long process.
- They don’t have the experience
A good sales team should know their sales priorities from their sales goals. It should know the ideal customer profile, everything there is to know about customer journeys – and hopefully have a list of contacts too! However, it can take years to find and create a well-rounded sales team, so sometimes it’s worth focusing on training the marketing to sales team you already have.
These are three common reasons to why sales experts struggle to find qualified leads.
So how do you find the right kind of leads?
Get a Team in Place
One option would be to hire a team specifically for finding leads. Creating a team that knows what they’re doing in terms of research can save a lot of time and help with sales productivity.
A salesperson, for example, may have many skills in selling – but this doesn’t necessarily mean they have the skills to find potential customers in the first place.
If you have the money to bring in a team specifically for this early part of the sales funnel, you may actually end up making more sales overall.
Having a team in place for this particular task can also help speed up the buying cycle which easily leads to sales and closed deals.
Tap Into Marketing for More Qualified Leads
We’ve covered the benefits of marketing in sales a lot already and it’s something that should always be considered. In fact, sales and marketing go hand in hand!
Marketing – online marketing specifically – is not only an ideal way to raise brand or company awareness to your customer, but it can also help to make a sale. However, be aware this is a full time job for anyone.
A good marketing strategy can make a big difference. Online marketing involves getting signed up to different social media platforms (specifically LinkedIn!), posting regular rich content or relevant content and growing and engaging with your audience.
Though it’s technically a social media website, LinkedIn is particularly great for marketing as a business thanks to its audience predominately being business professionals. It’s a great way to network with others in your sector, and it can be an excellent way to find qualified leads.
You can do this by using it as you would any other social network, but also joining LinkedIn groups and reaching out to connect with people. Remember to always include a personal touch with your connection requests and engage regularly with others and their content.
Try a Tool Like Data Dive for More Qualified Leads
If you don’t have the budget, time or ability to bring in a specific team, you may have further luck by outsourcing and using a tool to do all the hard work for you. A tool like Data Dive can supply all the leads you’ll ever need – plus essential information to approach the customer.
Some benefits and key features of using Data Dive for your business include:
- Access to GDPR compliant data – in fact, so much data you won’t know what to do with it!
- Data records that include emails and direct-dial phone numbers, so you can reach the person you need to immediately without spending hours dealing with an unhelpful gatekeeper or waiting on ignored emails.
- The opportunity to align Data Dive as part of broader sales campaigns with Collate Systems, such as marketing email sequences and B2B telemarketing
- New and fresh data
- A way to analyse the data in an easy to access program, allowing you to find the contact details you need instantly. This includes data from that first initial contact all the way through to when your target buyer completes the sales funnel.
- You can also analyse the results alongside any sales campaigns you run
- Additionally, you can save money by only paying for what you need. So even if you just need a few hundred data files, you can get what you need on your budget without paying extra.
Why is a Tool Like Data Dive so Beneficial?
Well, as mentioned before, it takes all the hard work and does it for you. Your team will no longer have to waste their time trying to find qualified sales leads, which can be a long and tedious part of making a sale.
The data is always in regards to the exact person you need – so you won’t waste time chasing emails that may have gone to the right person or hours trying to convince the gatekeeper to put you through!
Even if you’ve created your sales teams with the main aim of making a sale, Data Dive is also beneficial for your marketing team too. This tool can work with your marketing team to create and analyse marketing or sales campaigns. As well as finding the exact data you need, Data Dive can also find the websites, social media handles and links you need to make that sale or marketing campaign.
Tools like this are an excellent way to deal with sales productivity.
Sales productivity basically means maximising sales results whilst reducing the resources expanded. In other words, not being busy fools.
This could refer to, for example, a sales team spending eight hours at work to try and make a sale. However, they’re unable to spend all those hours doing that.
Of course they need to take breaks for lunch – this is a given – but there’s also time spent sitting in company meetings, replying to emails and that general day-to-day admin that can use up a whole day.
This sales qualified employee may also spend time looking through whatever CRM system they use to try and make a sale, outlining who they’re planning to contact.
They may take the time to research into that client or company more, or think of ways they can build up those client relationships.
After taking care of all these different tasks, they may only spend two or three hours max actually trying to make a sale.
Sales productivity means taking away all these additional tasks that they don’t really need to do – like mindless admin, or time spent looking for prospective clients, so they can then focus on what’s important.
That’s things like building client relationships, using different sales strategies and, well, basically trying to sell.
Sometimes this is done by bringing in extra staff, training your staff to delegate their time better or outsourcing to use tools such as Data Dive.
We all know how hard it can be to make a sale. This can be down to many different reasons, from your sales reps not having experience in making a sale, to feeling de-motivated.
Struggling to find qualified leads is a huge part of that and a big reason why people can’t make a sale. As mentioned above, we’ve talked about the reason why your sales team may be struggling. This could be anything from finding the wrong kind of leads or even just not knowing where to look.
There could be many reasons why your sales reps may be struggling to get more qualified leads, product sales and even a sales deal.
We’ve also touched upon Data Dive and why using a program can help make life easier for you when selling a product or sharing content.
Even if you’re a small business that is worried about making revenue, it’s still worth investing in a team to help search for qualified leads or use a tool like Data Dive.
In the end, the proof will be in the pudding and you’ll see a sale soon come in to help with that revenue.
Hopefully, your business can take some of these strategies and tips in mind to make the most of sales opportunities that arise.