Simply put, lead qualifying is finding out which of your leads could be potential prospects. Prospects are people that will buy from you. Once you have qualified a lead, you can then invest more time in pushing them to take action, moving them from interest to purchase.
There are a number of things that give you a clue as to whether a customer has the potential to buy. Luckily, live chat can help you get that information in many ways:
Pre-chat questions are your friend for so many reasons when using live support software, but they are great for working out if a lead has the potential to buy from you. It’s important to strike a balance here though, too many questions can put a lead off from the start. Here are some ideas of what to ask:
- What issues are you looking to solve?
- Would you be interested in a live demo of our product?
- How did you hear about us?
- Who else is part of this decision-making process?
Location is Key
A quality live support software such as Xeno will show you what page potential leads are on when they initiate a chat. This will give you a clue as to whether they are ready to buy or not. E.g., they may be pretty warm if they are on the pricing page.
It’s All in the Past
When qualifying a lead, it can help to have look at your conversation history. Were they close to buying last time? Do they have a bigger budget now? Did they need to pitch the idea to someone in their organization first? Looking at past conversations can really help you to see at what stage of the sales funnel they are at, and how likely it is you can move them from interest to purchase.
Make Use of Your Metrics
Any live support software worth its salt will show you important details about a lead before they even have to say a word.
Smart tip: Through Xeno’s monitoring feature you will be able to see a wealth of information about the person you are talking to, here’s some of them that can help with qualifying a lead:
– The web pages contacts browse on your site.
– The platform your contacts heard about you from.
– The number of times your contacts visited your site.
Quantity Helps to Qualify
The more statistics you have in front of you, the easier it is to make an informed decision about leads. Once you know this, you can act accordingly, tailoring your conversation and the specific staff members they speak to. Xeno is chock full of features to make this process easier and it is simple to transfer conversations between staff members as you learn more about the lead. The best thing is that you can get all of this free, for life.