Categorizing Leads: How to Prioritize and Qualify Potential Customers

Before we delve into how to organize a list of leads, it's important to understand the distinction between a qualified and an unqualified lead. To make the most sense for your business, classify potential customers in a logical way. Realtors may opt to group leads by month or quarter, depending on when the client wants to buy or sell a home, or they may choose to categorize leads geographically, by zip code or neighborhood. Insurance vendors could organize their prospects based on the type of insurance the prospect is considering: home, auto, life, or business insurance, for example.

A rating system is another way to organize sales leads. After an initial contact, rank each prospect according to how likely it will turn into a sale; this allows you to focus your efforts where they are most fruitful. Additionally, there is another type of lead that is not as widely recognized: “cold cables”. To ensure that time and resources are not wasted, it is essential to classify or categorize leads into different facets.

After all, the lead has not yet confirmed their willingness to buy and has only expressed a preliminary interest in some category of products. So how can you better qualify and categorize your sales leads? By determining what your prospect's budget, authority, need, and schedule (BANT) is, you can decide which leads to prioritize. Organizing and categorizing each qualified sales lead allows you to decide who you should prioritize first. By properly qualifying and categorizing your sales leads, you can identify which ones are most likely to become customers and lead to closed deals.

Administrators need to predefine categories and tags, and then users just need to select from the right ones when managing a lead. Therefore, when creating a new lead manually, sellers will need to select at least one of the labels from those mandatory categories. Hot and cold wires are the two extremes of this classification; all other subcategories fall between them and their characteristics are similar to the “temperature description” they are most related to. If you want to analyze the performance between the different products you sell, just go to the Statistics section of your account and filter them by product category.

Since this type of lead appears uncertain about the end result of their engagement with you, it is wise to reduce the risk by having low commitments and spending less time and resources on them. This type of mechanism is very useful for a category like Origin; if you want to know where your potential customers are coming from, this should always be set up for each potential customer. Within these categories of potential customers, you will have labels such as product names and different cities. Leads for computer sales can be categorized by the type or size of the prospect's business. This category of leads is slightly more valuable compared to cold or cold cables that have not shown a particular interest in a product or service.

This category can be viewed in two different phases: Qualified Marketing Leads (MQL) and Qualified Sales Leads (SQL).

Vera Lepore
Vera Lepore

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