Both sales and marketing teams spend so much time and effort in increasing the number of leads that they often ignore the despair of generating bad leads. Yes, you heard that right! Bad leads do exist! So much so that, such leads are capable of stretching your campaign endeavors to some undesirable harbors with almost shrimp results! On the contrary, strategic pre-awareness can save you from spending a fortune in respect of your time, sweat, and even budget. Thus, ensuring you more possibilities, conversions, quality deal closures, ROI, enhanced brand awareness, and many more…
So, What’s Bad Lead All About?
Just think of a scenario - you have your finely designed marketing strategies in place and executing the same through an effective iterative campaign approach. However, due to the lack of relevant info on the target profile, their immediate challenges/requirements, etc., you are continuously reaching out to prospects with lesser conversion possibilities. They might respond and convert into leads but what if your offerings are not in-line with their immediate requirements? Again, circumstances might arise where due to lack of proper research, your team is reaching out to profiles with unrealistic budgetary expectations, the inadequacy of time commitment, lack of communication, and more.
In either of the situations, you might have given all your hearts and efforts but can it ensure to fulfill your marketing objectives and goals? NO! All these are just your bad leads which you could have skipped through the consultation with sales intelligence experts. They might have also assisted in nurturing good leads for better and bigger deal closures and deeper relationship building in the long-run (even widening the possibilities of enterprise deal closures).
How to Avoid Bad Leads?
The first is to gather the most relevant, accurate, updated, verified and quality guaranteed info of your target profile (based on your target geography, industry, etc.) their pain points, and immediate requirements ahead of time. You might generate data from multiple sources but ensure to assess and trust only those that equip you with concrete insights and the relevancy of your offerings with your prospect’s business prerequisites. At the same time, you should also ensure that such info is capable of taking you to the right decision-maker at the right time.
Eventually, comes the necessity to assess and grade insights that empowers you to deal with potential (with context to your timeline, budgetary factors, etc.) and quality leads, only. Finally, nurture leads to ensure better conversions and faster deal closures. Even if you feel you are dealing with bad leads you can try to nurture and persuade them into a budding deal.
Remember, you should not ignore to stay specific, realistic, and on-time in respect of contemplating insightful sales intelligence data. While doing so, make sure your sales and marketing teams are well aligned, too. CLICK HERE for deeper cognizance around this with BizKonnect.