One of the main objectives of inbound marketing is to generate leads for our company. Even so, the reality is that we must go much further than simply accumulating contacts in our agenda: leads are people or entities that have left their data in our forms, but we must work with them.
The biggest mistake that many companies make is to think that all their leads are the same and that it is enough to increase the numbers in their databases. What we must do to maximize our success is classify the Nigerian Email List leads according to their typology and apply marketing actions that suit them .
To do this, in this article we will talk about what types of leads currently exist, how we can classify them and, above all, how we can act to move them towards the final conversion.
Criteria for lead classification
When classifying your leads, you can apply two different criteria:
According to their temperature: To separate our leads according to their temperature, we have to see their similarity to our ideal client or buyer persona. It is best to ask a series of questions and classify the leads based on their answers.
According to their funnel stage: On the other hand, to analyze the leads according to the funnel stage they are in, we will ask some questions and create a lead scoring system that will award a score to each lead.
Classify your leads according to their temperature
As we have mentioned before, the temperature of the leads is measured depending on whether or not they are close to the buyer persona model that we have created. To do this, we are going to prepare a questionnaire that allows us to discard or classify our contacts. Once the questions have been asked, we will distribute the leads in the following categories:
These are our best leads, as they perfectly represent our ideal client and meet all of our criteria. If we have contacts in this category, we must study if they have enough budget to convert, if they are at the right time and what specific need we can cover for them.
Tempered leads are in a midway situation: they are a person who meets our buyer persona criteria, but still lacks some aspect for the final conversion . A Hit post warm lead will have their need identified and considered our products, but, for example, they may not yet be fully convinced or may not have the necessary budget to convert.
Lastly, we have cold leads. In this case, it is a person who has left their contact, but who does not quite meet our ideal client parameters . Even so, we should not discount this lead, as we have his data and he has shown interest in us. We will apply lead nurturing techniques to interact with them and see if we can move them from one category to another. Classify your leads according to the funnel stage
Apart from the temperature, another aspect that we can take into account to classify our leads is the phase of the funnel in which they are . Before grouping our leads, we must know the different stages of their journey.