Good lead qualification saves time. Key questions are: does the customer really have a need, are you talking to the person who decides, and do your price and terms match what the customer is looking for?
What does this mean in practice?
With lead qualification, you assess whether a potential customer fits your offer and is worth your time. Do they have a need, are you talking to the decision-maker, and are the budget and schedule realistic?
Why does this matter for your business?
By qualifying well, you spend your time on the customers most likely to choose you. It's also fair to customers who would get little out of your offer.
Examples and best practices
- Ask where the customer's wish or problem comes from.
- Find out who makes the decision.
- Check whether your price and terms match what the customer expects.
- Record the outcome, so you know who to follow up and when.
How we do it at Ikoon
With the AI lead qualification module, your Ikoon website asks visitors the right questions, for example about the type of job, the budget and the schedule. In the Lead inbox (CRM light), you can then clearly see which enquiries are most promising.