A sales qualified lead (SQL) can be defined as a prospective customer that has been researched by the marketing and sales team and is said to be fit for the next step in the sales process. There are multiple factors that determine whether the lead is sales qualified or not but the key factor is the interest exhibited by them in your services or products. Although other factors that determine an SQL are different for each organization, this one standard definition remains the same.
How is it different from Marketing Qualified Lead (MQL)?
SQLs shouldn’t be confused with the MQLs. One major difference between an MQL and an SQL is the desire to start a conversation. MQL is more about engagement through various platforms like social media, e-mails, etc. However, SQLs are the ones who are in direct conversation with you. Here are a few examples of what SQLs might look like:
- Attendance/registration for a webinar
The leads that are getting interested in your webinars and are planning or taking part in it are SQLs. To attend a webinar, a prospect has to take out time and put in efforts. If they are doing it, they are definitely ready for sales.
- Responding to the emails
This is another clear indication that the lead is ready for sales. If you are sending them some information via email and they respond to it with some questions or doubts, they may the fit for the next step in the sales process.
- Getting in touch through contact forms
Further, there are leads who are getting in touch through the contact forms. These are the ones who will decide the next course depending on how fast you respond to their inquiries. Always be ready. The faster the response, the more likely you are to get into a conversation with them and covert them.
How to be sure if they are ready?
Before you qualify a lead a SQL, there are a few parameters to judge them on. You need to ask them a few things for you to be sure that they are ready. These are:
- What are their needs?
Always find out whether or not they actually need your product. You must know how is your product going to help them improve their current landscape.
- What product are they using currently?
Next, determine what product and why they are using currently for the needs they want to fulfill using your product. Make sure that they are rightly looking for a replacement.
- Are you interacting with the decision maker?
While you are deciding on SQL, you are definitely in conversation with some person. Find out whether this person is the decision maker, the influencer, the one who will pay you, or a researcher. This will help you strategize your actions.
- Are they ready to move?
Most importantly, you must know whether they are ready to move to a new solution that you are offering. Also, find out if they have the right budget for it
You have your SQLs, what next?
After taking all the important steps, now you have your SQLs. The target is now to retain them and nurture them for a better business. It’s a mistake to end the beautiful process abruptly after the sales. Keep in touch with them and ask them questions. Nurturing the SQLs to build a long-term relationship is the key to success.
At MarkSpace, we have all the necessary skills and are well-equipped to identify and retain sales qualified leads. Get in touch now if you are facing difficulties in getting SQLs. Our team will make sure that you find the right SQLs. The SQLs shortlisted will be given all your contact details and they will directly get in touch with you to take this forward. We understand business and the importance of SQLs, and we make sure we give your business, deals that last longer.