How to get qualified leads for your business
Posted: Tue Jan 21, 2025 11:50 am
There are several factors and paths to take when it comes to generating qualified leads to boost a business. Within inbound marketing strategies, the real problem is not having basic planning or a minimum understanding of this acquisition process.
Knowing that not all leads generated are actually interesting for a business, many companies end up wasting time, effort and investment. Do you know how to get qualified leads?
In this article you will see:
what are qualified leads;
which is better: active prospecting or passive prospecting of leads;
how to generate qualified leads for your business;
invest in generating qualified leads!
What are qualified leads?
It’s no secret that leads are a key point in georgia whatsapp data inbound strategies, right? However, not all of them should be approached by your company or agency’s sales team. And there are two reasons for this:
the lead may not have a genuine interest in your solution or product;
the lead is not yet in the final stage and needs nurturing.
There are some evaluation criteria that your lead needs to pass to ensure that they are a potential customer. This will be extremely efficient, as it eliminates unqualified leads that do not have purchasing potential.
To do this, you can separate and pre-classify the potential of each lead, as follows:
qualified leads – who have a very clear and objective intention to purchase;
leads that need nurturing – these are those that have purchasing potential, but are not there yet;
Unqualified or bad leads – these are usually interested in your content, but not your final product.
Which is better: active prospecting or passive lead prospecting?
Thinking about helping you increase the number of qualified leads that your business will have, it is important to analyze what the best acquisition tactics are as well, being passive and active generation.
See the characteristics of each of them:
Active Prospecting
In the active lead generation method, the initiative must come from the company. Lead information is acquired through prospecting on social networks, participation in events, scraping tools, the company website and even in-person visits.
With this in hand, you can put together a strategy to generate interest and present a solution that brings real benefits.
The positive point of this type of strategy is that the ROI (Return on Investment) appears faster, as the teams must be divided and are able to contact different leads with greater assertiveness.
Passive Prospecting
In this case, the initiative to get in touch comes from the lead itself. Using targeted ads, social media and content optimized for search engines, the potential customer discovers the solution and becomes interested in learning more about it.
It is a less invasive prospecting method, since the interest comes from the contact itself, and it is easier to scale the results in the medium and long term.
How to generate qualified leads for your business
It is from qualified leads or potential customers that your brand obtains a network of qualified contacts, guides people to conversions (purchases or subscriptions), expands relationships and obtains organic promoters for the company.
There are some techniques that can help you generate qualified leads for your business. They are:
Provide quality information
When thinking about reaching leads that are still at the beginning of the sales funnel, this tip is essential. This is because leads at the top of the funnel are still in the information phase. The consumer does not want to receive a flood of information about you, your product or service.
At this stage, the customer is still figuring out what their pain and desire are, what their consumer problem is, and how to solve it. Therefore, offering quality content is the gateway to new leads who are interested in your material.
So, produce content that is not 100% focused on your product. Try to provide tips, advice, assistance or create a guide on how that lead can deal with a certain problem.
You may find it strange not to produce content about your service at this stage, but there will be opportunities later on and throughout your leads' purchasing journey to do so.
Study the keywords
When creating your ads, it is very important to study the keywords that will be used. A key tip is to invest in long-tail keywords, that is, words that are increasingly specific and that go directly to the intention of that lead.
Knowing that not all leads generated are actually interesting for a business, many companies end up wasting time, effort and investment. Do you know how to get qualified leads?
In this article you will see:
what are qualified leads;
which is better: active prospecting or passive prospecting of leads;
how to generate qualified leads for your business;
invest in generating qualified leads!
What are qualified leads?
It’s no secret that leads are a key point in georgia whatsapp data inbound strategies, right? However, not all of them should be approached by your company or agency’s sales team. And there are two reasons for this:
the lead may not have a genuine interest in your solution or product;
the lead is not yet in the final stage and needs nurturing.
There are some evaluation criteria that your lead needs to pass to ensure that they are a potential customer. This will be extremely efficient, as it eliminates unqualified leads that do not have purchasing potential.
To do this, you can separate and pre-classify the potential of each lead, as follows:
qualified leads – who have a very clear and objective intention to purchase;
leads that need nurturing – these are those that have purchasing potential, but are not there yet;
Unqualified or bad leads – these are usually interested in your content, but not your final product.
Which is better: active prospecting or passive lead prospecting?
Thinking about helping you increase the number of qualified leads that your business will have, it is important to analyze what the best acquisition tactics are as well, being passive and active generation.
See the characteristics of each of them:
Active Prospecting
In the active lead generation method, the initiative must come from the company. Lead information is acquired through prospecting on social networks, participation in events, scraping tools, the company website and even in-person visits.
With this in hand, you can put together a strategy to generate interest and present a solution that brings real benefits.
The positive point of this type of strategy is that the ROI (Return on Investment) appears faster, as the teams must be divided and are able to contact different leads with greater assertiveness.
Passive Prospecting
In this case, the initiative to get in touch comes from the lead itself. Using targeted ads, social media and content optimized for search engines, the potential customer discovers the solution and becomes interested in learning more about it.
It is a less invasive prospecting method, since the interest comes from the contact itself, and it is easier to scale the results in the medium and long term.
How to generate qualified leads for your business
It is from qualified leads or potential customers that your brand obtains a network of qualified contacts, guides people to conversions (purchases or subscriptions), expands relationships and obtains organic promoters for the company.
There are some techniques that can help you generate qualified leads for your business. They are:
Provide quality information
When thinking about reaching leads that are still at the beginning of the sales funnel, this tip is essential. This is because leads at the top of the funnel are still in the information phase. The consumer does not want to receive a flood of information about you, your product or service.
At this stage, the customer is still figuring out what their pain and desire are, what their consumer problem is, and how to solve it. Therefore, offering quality content is the gateway to new leads who are interested in your material.
So, produce content that is not 100% focused on your product. Try to provide tips, advice, assistance or create a guide on how that lead can deal with a certain problem.
You may find it strange not to produce content about your service at this stage, but there will be opportunities later on and throughout your leads' purchasing journey to do so.
Study the keywords
When creating your ads, it is very important to study the keywords that will be used. A key tip is to invest in long-tail keywords, that is, words that are increasingly specific and that go directly to the intention of that lead.