Defining a qualified lead

A qualified lead is a recorded enquiry from a potential service or product buyer, that by criteria and content, informs the receiving service or product provider with enough intelligence to skillfully respond to the prospective buyer, carrying optimal chances of converting this interest into a genuine sales opportunity.

Such a build-up or collection of these leads establishes a viable pipeline of sales opportunities and therefore a string of continual and current chances to generate sales revenue.

One thing to note, however, is that by nature, leads are perishable.

i.e. somebody wants something now, or soon, or at least thinks it’s relevant to seek advice, expertise or a solution now – hence their initiative to make contact.

A lead is the opening of a conversation. Timeliness is key to conversion. The longer the provider leaves their response, the chances for successful conversion into a sale, rapidly begin plummeting.

For various reasons:
-prospect’s confidence in the reliability of the provider weakens (ie. poor 1st impression)
-other, more nimble providers, establish contact quicker and snatch the business
-circumstances change and prospect rethinks or finds an alternative fix
…amongst other reasons