5 ways you can pre-qualify sales leads with Sinapi

A lead is any potential client or your target customer. Prequalifying leads can save time and resources by avoiding contacting unqualified leads. It also helps ensure that the contact is relevant to the company’s goals and objectives. 

Understanding what makes a lead pre-qualified

Pre-qualified leads are potential customers who have expressed interest in your product or service in the past. This type of lead has already shown the willingness to purchase the product or service, so finding them is easy. With pre-qualified leads, it's often just a matter of following up with them to find out their exact needs and then providing them with an offer they can't refuse.

Importance of Pre-Qualified Leads For Improving Your business

Pre-qualified leads are not only the key to increased sales, but they are also the key to success in any form of marketing. With pre-qualified leads, you are able to bring in more buyers who are interested in your company’s offerings. Many salespeople are struggling to find leads. They are bombarded with spammy leads, low quality leads, and even worse, leads that don’t buy. But with a quoting software you are getting only those pre-qualified leads, you need to increase your sales.

Here is a list of some questions to ask a pre-qualifying lead:

Is it necessary?

If a prospect is in need for the company’s product, it would have some value for him. If the product doesn’t add any value, he won’t be motivated to buy it. It is important to know the challenges prospect is facing and whether buying the product would solve their problem.

Is there anything unique in the product or service?

After identifying the challenge, company should focus on solving those issues through their product. For the prospect it should be a unique experience and make sure that he hasn’t experienced or used anything similar in past. Asking questions to a prospect about his previous experience of whether they have used it, can add some uniqueness to the product. Also, if he or she has found the solutions and ever tried implementing it? 

Prospect’s budget:

After the prospect shows interest in the product there is a need for budget and resources that needs to be discussed. Often a prospect only shows interest and tries to gather information about the product rather than buying it.  The marketing team comes to play at this point, and then sales team can pursue the lead. The team need to discuss with the prospect about how much he can spend, also enquiring about whether money from any other area can be used for this use.

Can the prospect be influenced?

It is crucial to find whether the prospect have the decision-making authority, since marketing team would be trying to influence them to make the buying decision. Companies should find out who has the purchasing authority within the client’s company and who all have the decision-making authority.

Right timing:

By now, it has been established that the prospect needs the product, for which the company has given them a unique solution, a budget has been approved and a decision has been made to go ahead with the purchase. Now is the time to decide on the timeline the prospect wants to work with.

Company should find out the deadline attached to solving the problem, if the deadline is far-fetched then, it is likely that purchasing decision would not go through. For a company it helps to know how a urgently a prospect wants to solve a problem. 

How can you improve sales with qualified leads using Sinapi?

In today’s market sales automation plays a major role. An automated quoting tool can help a company in finding the right leads and help a company in growth. Sinapi is a CPQ software tool that can be hugely beneficial for any company in helping you to find the right leads and pursue them, thus generating higher revenue in the long run. Switch to Sinapi for faster and better lead qualification.