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lead qualification

Initial Lead Evaluation

Qualification Criteria:* Define the essential characteristics and requirements for a potential lead to be considered qualified.

Lead Source:* Identify and track the source of each lead to analyze the effectiveness of different marketing channels.

Lead Information:* Gather basic contact information, such as name, email, phone number, company name, etc.

Lead Fit:* Assess whether the lead's industry, company size, or target market aligns with your advertising organization's services.

Engagement and Interest

Lead Engagement:* Determine the level of interaction the lead has had with your organization, such as website visits, content downloads, email opens, etc.

Lead Behavior:* Analyze the lead's actions and behavior to identify their level of interest and intent to purchase your advertising services.

Lead Score:* Assign a numerical score based on the lead's engagement and behavior to prioritize follow-up actions.

Budget and Decision-Making

Budget Awareness:* Determine if the lead has a clear understanding of their advertising budget and is willing to allocate funds for your services.

Decision-Making Authority:* Assess whether the lead has the authority to make decisions regarding advertising and marketing investments within their organization.

Timeline:* Determine the lead's timeframe for making a decision or implementing advertising services.

Competition and Differentiation

Competition Awareness:* Assess the lead's knowledge of your competitors and determine if they are considering alternative advertising solutions.

Unique Needs:* Identify the specific advertising requirements and challenges the lead is facing, ensuring your organization can meet those needs.

Value Proposition:* Communicate your organization's unique selling points and benefits to differentiate yourself from competitors.

Next Steps and Follow-Up

Qualified or Disqualified:* Based on the evaluation, determine if the lead is qualified to proceed to the next stage of the sales process or should be disqualified.

Action Plan:* Define the appropriate next steps for qualified leads, such as scheduling a meeting, sending a proposal, or providing additional information.

Follow-Up Timeline:* Establish a timeline for follow-up activities to ensure timely communication with qualified leads and avoid losing their interest.

Documentation and Reporting

Lead Qualification Notes:* Document key findings, observations, and any additional notes during the lead qualification process.

CRM Update:* Update the customer relationship management (CRM) system with the lead's qualification status, relevant details, and next steps.

Reporting:* Generate regular reports to track the effectiveness of the lead qualification process and identify areas for improvement.

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