{"id":12202,"date":"2021-11-22T10:05:00","date_gmt":"2021-11-22T09:05:00","guid":{"rendered":"https:\/\/proweb.p.blends.be\/?p=12202"},"modified":"2025-06-27T11:32:34","modified_gmt":"2025-06-27T09:32:34","slug":"lead-qualification-101-how-to-qualify-and-nurture-your-leads","status":"publish","type":"post","link":"https:\/\/pointerpro.com\/blog\/how-to-qualify-and-nurture-leads\/","title":{"rendered":"Lead qualification 101: How to qualify and nurture your leads"},"content":{"rendered":"\n<style>\n    #section-IWuHv {\n        padding-top: 2.8rem;\n        padding-bottom: 6rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-IWuHv {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #421f3c;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-IWuHv-container  #421f3c custom-padding \" id=\"section-IWuHv\"\n    style=\"opacity: 100%; background-color: #421f3c;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-7AR6M .heading h1 {\n        color: #ffffff;\n        font-size: 3.125rem;\n        line-height: 4rem !important;\n    }\n\n    #heading-7AR6M {\n        margin-top: 0rem;\n        margin-bottom: 2rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-7AR6M {\n            margin-left: 0;\n            margin-right: 0;\n        }\n\n        .single #heading-7AR6M .heading h1 {\n            line-height: 3rem !important;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-1-container lazyblock-heading-1-7AR6M  px-0\" id=\"heading-7AR6M\">\n    <div class=\"row heading lazyblock-heading-1 justify-content-start  lazyblock-heading-1-7AR6M\">\n        <div class=\"col-12 col-lg-12 text-start \">\n            <a class=\"heading-1-anchor heading-anchor\" id=\"lead-qualification-101-how-to-qualify-and-nurture-your-leads\"><\/a>\n            <h1>Lead qualification 101: How to qualify and nurture your leads<\/h1>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    #heading-1ARQs6 .heading h2 {\n        color: #f5f5f5;\n        font-size: 1.25rem;\n        line-height: 1.5rem !important;\n    }\n\n    #heading-1ARQs6 {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-1ARQs6 {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-1ARQs6 date-and-author-container px-0\" id=\"heading-1ARQs6\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start date-and-author lazyblock-heading-2-1ARQs6\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"written-november-22-2021-by-pawel-lawrowski\"><\/a>\n            <h2>Written November 22, 2021, by Pawel Lawrowski<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-ZkOzLn {\n        padding-top: 2.8rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-ZkOzLn {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #ffffff;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-ZkOzLn-container  #ffffff custom-padding \" id=\"section-ZkOzLn\"\n    style=\"opacity: 100%; background-color: #ffffff;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    .lazyblock-content-28VbQx p,\n    .lazyblock-content-28VbQx p a,\n    .lazyblock-content-28VbQx h1,\n    .lazyblock-content-28VbQx h2,\n    .lazyblock-content-28VbQx h3,\n    .lazyblock-content-28VbQx h4,\n    .lazyblock-content-28VbQx h5 {\n        color: ;\n    }\n\n    #content-28VbQx {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-28VbQx {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-28VbQx {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-28VbQx-container  px-0 \"\n     id=\"content-28VbQx\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-28VbQx\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p>Running a business has never been so exciting.\u00a0But things are only exciting when we\u2019re winning \u2013 or at least are in with a chance of winning.<\/p>\n<p>In other words, running a business sucks when we\u2019re wasting valuable time on leads that were\u00a0<i>never\u00a0<\/i>going to convert.<\/p>\n<p>Lead qualification is what can give you a shot at glory, saving you time, money and resources. Because here\u2019s the thing: The market is more competitive than ever and buyers have more power. When weighing up which business to choose, they can take their pick from you and several other companies.<\/p>\n<p>They like to take their time, too, with only\u00a0<a href=\"https:\/\/www.business.com\/articles\/youve-got-leads-why-arent-they-buying\/\" target=\"_blank\" rel=\"noopener\">50% of leads ready to buy\u00a0<\/a>.<\/p>\n<p>As such, whilst leads aren\u2019t paying customers just yet,\u00a0<a href=\"https:\/\/www.cience.com\/blog\/lead-nurturing-for-b2b\" target=\"_blank\" rel=\"noopener\">lead nurturing<\/a>\u00a0is key. It\u2019s crucial that you invest your time and energy into trying to convert leads that have real potential, and less time and energy in leads that aren\u2019t really interested in what you\u2019ve got to sell.<\/p>\n<p>In this article, we\u2019re going to take a look at how to qualify leads to maximize conversions.<\/p>\n<p>But first\u2026<\/p>\n<p>&nbsp;<\/p>\n<h2><span style=\"color: #421f3c; font-size: 2.5rem;\">What is lead generation?\u200b\u200b<\/span><\/h2>\n<p>Before we jump into explaining how to qualify your leads, it\u2019s important to touch upon the process of lead generation itself.<\/p>\n<p>Essentially,\u00a0<a href=\"https:\/\/pointerpro.com\/organic-b2b-lead-generation-how-to-acquire-high-quality-leads-without-ads\/\">lead generation\u00a0<\/a>is the initiation of consumer interest in your products or services. It\u2019s all about making an interaction with your (hopefully) customer-to-be and it\u2019s completed when you\u2019ve managed to collect their contact data, such as an email address.\u00a0<\/p>\n<p>&nbsp;<\/p>\n<p><iframe title=\"YouTube video player\" src=\"https:\/\/www.youtube.com\/embed\/hvvmZJUPi30?si=KlyGGfTcfV0apefp\" width=\"100%\" height=\"500\" frameborder=\"0\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-ZlxEh8 {\n        padding-top: 2.8rem;\n        padding-bottom: 1.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-ZlxEh8 {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #f5f5f5;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-ZlxEh8-container  #f5f5f5 custom-padding \" id=\"section-ZlxEh8\"\n    style=\"opacity: 100%; background-color: #f5f5f5;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    .lazyblock-content-Z1qG3tE p,\n    .lazyblock-content-Z1qG3tE p a,\n    .lazyblock-content-Z1qG3tE h1,\n    .lazyblock-content-Z1qG3tE h2,\n    .lazyblock-content-Z1qG3tE h3,\n    .lazyblock-content-Z1qG3tE h4,\n    .lazyblock-content-Z1qG3tE h5 {\n        color: ;\n    }\n\n    #content-Z1qG3tE {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-Z1qG3tE {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-Z1qG3tE {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-Z1qG3tE-container  px-0 \"\n     id=\"content-Z1qG3tE\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-Z1qG3tE\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <h2><span style=\"color: #421f3c; font-size: 2.5rem;\">What is lead qualification?\u200b<\/span><\/h2>\n<p>Lead qualification is a key part of the lead generation puzzle. Qualifiying leads is a process of defining which lead meets the requirements to purchase your product or service. Criteria could be variables like preference, industry, company size, etc. The lead qualification score will be a result of the combination of all the seperate criteria.<\/p>\n<p>Whilst lead generation lets you amass a sizable pool of leads, it\u2019s lead qualification that helps you separate the wheat from the chaff so that you focus only on leads that matter .<\/p>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-Z2fiUgj {\n        padding-top: 2.8rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-Z2fiUgj {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #ffffff;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-Z2fiUgj-container  #ffffff custom-padding \" id=\"section-Z2fiUgj\"\n    style=\"opacity: 100%; background-color: #ffffff;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-Z16KLFW .heading h2 {\n        color: #421f3c;\n        font-size: 2.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-Z16KLFW {\n        margin-top: 1rem;\n        margin-bottom: 0rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-Z16KLFW {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-Z16KLFW  px-0\" id=\"heading-Z16KLFW\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-Z16KLFW\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"lead-vs-prospect\"><\/a>\n            <h2>Lead vs prospect\u200b<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-9J1in p,\n    .lazyblock-content-9J1in p a,\n    .lazyblock-content-9J1in h1,\n    .lazyblock-content-9J1in h2,\n    .lazyblock-content-9J1in h3,\n    .lazyblock-content-9J1in h4,\n    .lazyblock-content-9J1in h5 {\n        color: ;\n    }\n\n    #content-9J1in {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-9J1in {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-9J1in {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-9J1in-container  px-0 \"\n     id=\"content-9J1in\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-9J1in\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p>Sometimes, it\u2019s easy to get confused between a lead and a prospect. I\u2019ve seen this happen\u00a0<i>a lot\u00a0<\/i>because there\u2019s just a subtle, yet significant difference between a \u201clead\u201d and a \u201cprospect\u201d.<\/p>\n<p>A lead is an individual who has reached out to your company for more information. For example, perhaps they\u2019ve completed an <a href=\"https:\/\/www.optimonk.com\/opt-in-form\/\" target=\"_blank\" rel=\"noopener\">opt-in form<\/a> and handed over some personal details in exchange for info.<\/p>\n<p>A prospect, on the other hand, is an individual who has actively engaged in dialogue with a member of your sales team. They are higher up the chain than leads and are ready to be further \u2018warmed up\u2019 and eventually converted.<\/p>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-ZYVXs1 {\n        padding-top: 2.8rem;\n        padding-bottom: 1.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-ZYVXs1 {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #f5f5f5;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-ZYVXs1-container  #f5f5f5 custom-padding \" id=\"section-ZYVXs1\"\n    style=\"opacity: 100%; background-color: #f5f5f5;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-uQuAb .heading h2 {\n        color: #421f3c;\n        font-size: 2.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-uQuAb {\n        margin-top: 1rem;\n        margin-bottom: 0rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-uQuAb {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-uQuAb  px-0\" id=\"heading-uQuAb\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-uQuAb\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"why-lead-qualification-is-important\"><\/a>\n            <h2>Why lead qualification is important\u200b<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-Z2eIb9e p,\n    .lazyblock-content-Z2eIb9e p a,\n    .lazyblock-content-Z2eIb9e h1,\n    .lazyblock-content-Z2eIb9e h2,\n    .lazyblock-content-Z2eIb9e h3,\n    .lazyblock-content-Z2eIb9e h4,\n    .lazyblock-content-Z2eIb9e h5 {\n        color: ;\n    }\n\n    #content-Z2eIb9e {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-Z2eIb9e {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-Z2eIb9e {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-Z2eIb9e-container  px-0 \"\n     id=\"content-Z2eIb9e\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-Z2eIb9e\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p>Lead qualification is a process that helps you determine whether a lead is actually a prospect. It\u2019s a crucial part of your\u00a0<a href=\"https:\/\/www.uplead.com\/sales-pipeline\/\" target=\"_blank\" rel=\"noopener\">sales process<\/a>\u00a0for severals reasons:<\/p>\n<ul>\n<li>It saves you time and money that might be otherwise wasted on trying to convert a lead that\u2019s not ready to buy.<\/li>\n<li>It allows you to segment your audience and prepare personalised offers<\/li>\n<\/ul>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-1UMYbd {\n        padding-top: 2.8rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-1UMYbd {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #ffffff;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-1UMYbd-container  #ffffff custom-padding \" id=\"section-1UMYbd\"\n    style=\"opacity: 100%; background-color: #ffffff;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-2aEo4B .heading h2 {\n        color: #421f3c;\n        font-size: 2.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-2aEo4B {\n        margin-top: 1rem;\n        margin-bottom: 0rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-2aEo4B {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-2aEo4B  px-0\" id=\"heading-2aEo4B\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-2aEo4B\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"how-to-qualify-your-leads\"><\/a>\n            <h2>How to qualify your leads\u200b<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-Z1BEDM0 p,\n    .lazyblock-content-Z1BEDM0 p a,\n    .lazyblock-content-Z1BEDM0 h1,\n    .lazyblock-content-Z1BEDM0 h2,\n    .lazyblock-content-Z1BEDM0 h3,\n    .lazyblock-content-Z1BEDM0 h4,\n    .lazyblock-content-Z1BEDM0 h5 {\n        color: ;\n    }\n\n    #content-Z1BEDM0 {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-Z1BEDM0 {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-Z1BEDM0 {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-Z1BEDM0-container  px-0 \"\n     id=\"content-Z1BEDM0\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-Z1BEDM0\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <div>\n<p>Now, let\u2019s take a look at the three most important lead qualification steps:<\/p>\n<\/div>\n<div>\n<ol>\n<li>Define the lead qualification for your workflow: MQL, SAL or SQL<\/li>\n<li>Design your ideal buyer persona\u00a0<\/li>\n<li>Reach out to the purchasing decision-makers<\/li>\n<li>Select qualifying tools to help you collect and filter data\u00a0<\/li>\n<li>Select a framework to structure your process: BANT, CHAMP or FAINT<\/li>\n<\/ol>\n<\/div>\n<p>What do all these abbreviations stand for? Let\u2019s take you through each step more elaborately:<\/p>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-IjFkq {\n        padding-top: 2.8rem;\n        padding-bottom: 1.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-IjFkq {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #f5f5f5;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-IjFkq-container  #f5f5f5 custom-padding \" id=\"section-IjFkq\"\n    style=\"opacity: 100%; background-color: #f5f5f5;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-aj9BT .heading h2 {\n        color: #421f3c;\n        font-size: 2rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-aj9BT {\n        margin-top: 1rem;\n        margin-bottom: 0rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-aj9BT {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-aj9BT  px-0\" id=\"heading-aj9BT\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-aj9BT\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"1-define-lead-qualification-standards\"><\/a>\n            <h2>1. Define lead qualification standards\u200b<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-Z6yFRk p,\n    .lazyblock-content-Z6yFRk p a,\n    .lazyblock-content-Z6yFRk h1,\n    .lazyblock-content-Z6yFRk h2,\n    .lazyblock-content-Z6yFRk h3,\n    .lazyblock-content-Z6yFRk h4,\n    .lazyblock-content-Z6yFRk h5 {\n        color: ;\n    }\n\n    #content-Z6yFRk {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-Z6yFRk {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-Z6yFRk {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-Z6yFRk-container  px-0 \"\n     id=\"content-Z6yFRk\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-Z6yFRk\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p>There are 3 different lead qualification standards:<\/p>\n<ul>\n<li>Marketing Qualified Lead (MQL) \u2013 These are leads that your marketing team think are qualified. Perhaps the lead has completed an opt-in form, downloaded an eBook or signed up to a webinar<\/li>\n<li>Sales Accepted Lead (SAL) \u2013 Once a lead has been qualified by the marketing team, the sales team takes a closer look at them. If after further evaluation they\u2019ve decided that this is a\u00a0<a href=\"https:\/\/salesintel.io\/blog\/how-to-generate-sales-qualified-leads\/\" target=\"_blank\" rel=\"noopener\">qualified lead<\/a>, they will send them onto the next stage. If they think work is still to be done, they might send them back to the marketing team for further nurturing<\/li>\n<li>Sales Qualified Lead (SQL) \u2013 Both your marketing and sales teams have reached an agreement that the lead is ready to buy. This assessment might not be entirely accurate, which is why you need to take a closer look at the lead to determine whether this is true or not. For example, do they have the necessary budget to buy what you\u2019re offering right now?<\/li>\n<\/ul>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-Z10AHYH {\n        padding-top: 2.8rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-Z10AHYH {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #ffffff;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-Z10AHYH-container  #ffffff custom-padding \" id=\"section-Z10AHYH\"\n    style=\"opacity: 100%; background-color: #ffffff;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-eoS0F .heading h2 {\n        color: #421f3c;\n        font-size: 2rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-eoS0F {\n        margin-top: 1rem;\n        margin-bottom: 0rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-eoS0F {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-eoS0F  px-0\" id=\"heading-eoS0F\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-eoS0F\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"2-design-your-ideal-buyer-persona\"><\/a>\n            <h2>2. Design your ideal buyer persona\u200b<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-277HCm p,\n    .lazyblock-content-277HCm p a,\n    .lazyblock-content-277HCm h1,\n    .lazyblock-content-277HCm h2,\n    .lazyblock-content-277HCm h3,\n    .lazyblock-content-277HCm h4,\n    .lazyblock-content-277HCm h5 {\n        color: ;\n    }\n\n    #content-277HCm {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-277HCm {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-277HCm {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-277HCm-container  px-0 \"\n     id=\"content-277HCm\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-277HCm\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p>In order to start qualifying your leads to see whether there is a chance of them becoming a customer, you need a set of criteria that will help you design your ideal buyer persona. Essentially, a\u00a0<a href=\"https:\/\/visme.co\/blog\/buyer-persona-template\/\" target=\"_blank\" rel=\"noopener\">buyer persona<\/a>\u00a0is a detailed description of the customer you\u2019re targeting.<\/p>\n<p>Depending on the niche where your business operates, you might want to create several personas to target a few audiences that might be potentially interested in your products or services. Here\u2019s a simple recipe for designing your buyer profile(s):<\/p>\n<h5><span style=\"color: #421f3c; font-size: 28px;\">1. Gather personal data<\/span><\/h5>\n<p>To get a general idea of who your customers are, you should gather basic data, such as:<\/p>\n<ul>\n<li>age<\/li>\n<li>demographics<\/li>\n<li>religion<\/li>\n<li>sex<\/li>\n<li>geolocation<\/li>\n<li>education<\/li>\n<li>income<\/li>\n<li>hobbies<\/li>\n<\/ul>\n<p>There are several ways you can do it \u2013 run a survey, send out\u00a0<a href=\"https:\/\/pointerpro.com\/customer-research-questions-to-optimize-your-lead-gen\/\">questionnaires\u00a0<\/a>, conduct customer interviews,\u00a0<a href=\"https:\/\/www.tidio.com\/blog\/how-to-create-a-chatbot-for-a-website\/\" target=\"_blank\" rel=\"noopener\">use chatbots\u00a0<\/a>, or ask your employees.<\/p>\n<h5><span style=\"color: #421f3c; font-size: 28px;\">2. Segment your audience<\/span><\/h5>\n<p>Once you\u2019ve gathered a large set of data about your audience, it\u2019s time to segment it. Essentially, segmenting is all about putting your customers into groups, so that you can target them with different, more personalised offers later.<\/p>\n<p>There are several aspects you should think of, such as: the size of each segment as well as their value. You can choose to divide your customers into groups depending on their buying behaviour, their age, geolocation or whichever criteria makes most sense for your marketing purposes.<\/p>\n<p>Bonus tip: If you\u00a0<a href=\"https:\/\/www.kommunicate.io\/blog\/how-to-make-a-chatbot\/\" target=\"_blank\" rel=\"noopener\">add chatbots to your website<\/a>, you can automatically segment your website visitors by assigning them with the right tag<\/p>\n<h5><span style=\"color: #421f3c; font-size: 28px;\">3. Create a buyer persona template<\/span><\/h5>\n<p>After organizing your data and dividing your customers into groups, you can begin designing their actual profile. It\u2019s a good idea to create visual templates. We did that at Tidio with our buyer persona (George) and it helps everyone in the company to remember who we are marketing to:<\/p>\n<p>&nbsp;<\/p>\n<p><img decoding=\"async\" class=\"aligncenter size-full wp-image-12208\" src=\"https:\/\/proweb.p.blends.be\/wp-content\/uploads\/115.png\" alt=\"\" width=\"497\" height=\"728\" \/><\/p>\n<p>&nbsp;<\/p>\n<p>You can use tools such as Canva,\u00a0<a href=\"https:\/\/www.visme.co\/templates\/\" target=\"_blank\" rel=\"noopener\">Visme\u00a0<\/a>, or\u00a0<a href=\"https:\/\/venngage.com\/\" target=\"_blank\" rel=\"noopener\">Venngage\u00a0<\/a>to create visually appealing buyer persona templates that you can easily access and customize again and again, for each target market your business focuses on. This can help your marketing team get a full grasp of who your customer is in a more comprehensive way than with a basic list or report.<\/p>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-ZXioMU {\n        padding-top: 2.8rem;\n        padding-bottom: 1.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-ZXioMU {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #f5f5f5;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-ZXioMU-container  #f5f5f5 custom-padding \" id=\"section-ZXioMU\"\n    style=\"opacity: 100%; background-color: #f5f5f5;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-27viKB .heading h2 {\n        color: #421f3c;\n        font-size: 2rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-27viKB {\n        margin-top: 1rem;\n        margin-bottom: 0rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-27viKB {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-27viKB  px-0\" id=\"heading-27viKB\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-27viKB\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"3-get-in-touch-with-a-decision-maker\"><\/a>\n            <h2>3. Get in touch with a decision maker\u200b<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-1Dt1T3 p,\n    .lazyblock-content-1Dt1T3 p a,\n    .lazyblock-content-1Dt1T3 h1,\n    .lazyblock-content-1Dt1T3 h2,\n    .lazyblock-content-1Dt1T3 h3,\n    .lazyblock-content-1Dt1T3 h4,\n    .lazyblock-content-1Dt1T3 h5 {\n        color: ;\n    }\n\n    #content-1Dt1T3 {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-1Dt1T3 {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-1Dt1T3 {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-1Dt1T3-container  px-0 \"\n     id=\"content-1Dt1T3\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-1Dt1T3\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p>Okay, now that you got your customer profile ready, it\u2019s time to think about reaching out to the person responsible for decision-making. Depending on whether your business targets B2B or B2C clients, you need to a) find where they are hanging out b) see if they fit your criteria c) contact them to make them a part of your lead funnel.<\/p>\n<p>To find the contact data of the decision makers, you can use tools such as Hunter or VoilaNorbert to get their email addresses. You might also try to\u00a0<a href=\"https:\/\/wiza.co\/blog\/advanced-search-on-linkedin-sales-navigator\/\" target=\"_blank\" rel=\"noopener\">reach out to them via LinkedIn<\/a>.<\/p>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-18vmOK {\n        padding-top: 2.8rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-18vmOK {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #ffffff;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-18vmOK-container  #ffffff custom-padding \" id=\"section-18vmOK\"\n    style=\"opacity: 100%; background-color: #ffffff;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-ZIDwzb .heading h2 {\n        color: #421f3c;\n        font-size: 2rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-ZIDwzb {\n        margin-top: 1rem;\n        margin-bottom: 0rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-ZIDwzb {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-ZIDwzb  px-0\" id=\"heading-ZIDwzb\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-ZIDwzb\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"4-use-lead-qualifying-tools\"><\/a>\n            <h2>4. Use lead qualifying tools\u200b<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-1JlFK3 p,\n    .lazyblock-content-1JlFK3 p a,\n    .lazyblock-content-1JlFK3 h1,\n    .lazyblock-content-1JlFK3 h2,\n    .lazyblock-content-1JlFK3 h3,\n    .lazyblock-content-1JlFK3 h4,\n    .lazyblock-content-1JlFK3 h5 {\n        color: ;\n    }\n\n    #content-1JlFK3 {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-1JlFK3 {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-1JlFK3 {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-1JlFK3-container  px-0 \"\n     id=\"content-1JlFK3\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-1JlFK3\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p>If you are thinking by now that lead qualification is hard work, well\u2026 it\u2019s not child\u2019s play, but it isn\u2019t rocket science either.<\/p>\n<p>Luckily for you, there is an abundance of\u00a0<a href=\"https:\/\/www.salesmate.io\/lead-scoring-software\/\" target=\"_blank\" rel=\"noopener\">lead qualification tools<\/a>\u00a0you can use to make the process easier.<\/p>\n<p>For example, you can use\u00a0<a href=\"https:\/\/pointerpro.com\/lead-generation-quizzes\/\">Pointerpro<\/a>\u00a0to design\u00a0<a href=\"https:\/\/pointerpro.com\/8-quiz-examples-interactive-content-ideas\/\">quizzes<\/a>, surveys and questionnaires that help you gather data and qualify your leads.<\/p>\n<p>You can also use tools like\u00a0Tidio\u00a0to get this information via chatbots.<\/p>\n<p>&nbsp;<\/p>\n<p><img decoding=\"async\" class=\"aligncenter size-full wp-image-12207\" src=\"https:\/\/proweb.p.blends.be\/wp-content\/uploads\/113.png\" alt=\"\" width=\"823\" height=\"499\" \/><\/p>\n<p>&nbsp;<\/p>\n<p>Other tools to consider:<\/p>\n<p>Hello Bar\u00a0, meanwhile, is a lead capture and CTA tool that adds a sticky banner to your web page. This type of CTA can help you drive more leads for upcoming events such as webinars.<\/p>\n<p>We also really like\u00a0HubSpot\u00a0because it\u2019s so feature-rich. You can use it to add live chat,\u00a0<a href=\"https:\/\/www.poptin.com\/blog\/7-best-practices-website-popups-convert\/\" target=\"_blank\" rel=\"noopener\">popup<\/a>\u00a0forms and opt-in forms to your website for\u00a0<a href=\"https:\/\/www.lilachbullock.com\/generate-sales-leads-tactics\/\" target=\"_blank\" rel=\"noopener\">more leads\u00a0<\/a>. Plus, the tool integrates with your existing CRM and\u00a0<a href=\"https:\/\/www.helpdesk.com\/blog\/contact-management-software\/\" target=\"_blank\" rel=\"noopener\">contact management software<\/a>, making it easier to manage and nurture your leads.<\/p>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-Z1At8IO {\n        padding-top: 2.8rem;\n        padding-bottom: 1.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-Z1At8IO {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #f5f5f5;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-Z1At8IO-container  #f5f5f5 custom-padding \" id=\"section-Z1At8IO\"\n    style=\"opacity: 100%; background-color: #f5f5f5;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-ZSTQGK .heading h2 {\n        color: #421f3c;\n        font-size: 2rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-ZSTQGK {\n        margin-top: 1rem;\n        margin-bottom: 0rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-ZSTQGK {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-ZSTQGK  px-0\" id=\"heading-ZSTQGK\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-ZSTQGK\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"5-lead-qualification-frameworks\"><\/a>\n            <h2>5. Lead qualification frameworks\u200b<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-Z23y8aA p,\n    .lazyblock-content-Z23y8aA p a,\n    .lazyblock-content-Z23y8aA h1,\n    .lazyblock-content-Z23y8aA h2,\n    .lazyblock-content-Z23y8aA h3,\n    .lazyblock-content-Z23y8aA h4,\n    .lazyblock-content-Z23y8aA h5 {\n        color: ;\n    }\n\n    #content-Z23y8aA {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-Z23y8aA {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-Z23y8aA {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-Z23y8aA-container  px-0 \"\n     id=\"content-Z23y8aA\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-Z23y8aA\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p>Without a lead qualification framework and\u00a0<a href=\"https:\/\/aeroleads.com\/blog\/sales-cycle\/\">sales cycle<\/a>, your sales team will find it hard to decide how qualified a lead is. Are they worth spending your valuable resources on? Who knows!<\/p>\n<p>A framework gives your process more structure so that your team can qualify (or disqualify) leads with more ease. Thus, you can then focus your time, cash and resources on leads that have real potential.<\/p>\n<p>The three most popular lead qualification frameworks are:<\/p>\n<ul>\n<li>BANT<\/li>\n<li>CHAMP<\/li>\n<li>FAINT<\/li>\n<\/ul>\n<h5><span style=\"color: #421f3c; font-size: 28px;\">BANT<\/span><\/h5>\n<p>BANT stands for Budget, Authority, Need, Time Frame.<\/p>\n<p>In other words, does a lead have the cash? Are they the decision maker? Do they need your product\/service right now? Will they make their decision?<\/p>\n<p>If a lead ticks all 4 of these boxes, they could be a lead worth chasing.<\/p>\n<h5><span style=\"color: #421f3c; font-size: 28px;\">CHAMP<\/span><\/h5>\n<p>BANT is actually the oldest of all the lead qualification frameworks. In fact, it predates\u00a0<a href=\"https:\/\/pinsty.com\/tech\/\" target=\"_blank\" rel=\"noopener\">the internet<\/a>\u00a0.<\/p>\n<p>CHAMP, on the other hand, is one of the more modern-day frameworks that focuses less on the seller and more on the buyer\u2019s needs to find a solution to their problem. It stands for Change, Authority, Money, Prioritisation and it focuses on the buyer\u2019s need to make a change in their situation \u2013 as well as how quickly they can make it.<\/p>\n<h5><span style=\"color: #421f3c; font-size: 28px;\">FAINT<\/span><\/h5>\n<p>FAINT stands for Funds, Authority, Interest, Need, Timing. It shifts the focus from budget to funds and goes off the understanding that the lead has the necessary funds to purchase your offering.<\/p>\n<p>Interest is factored in heavily, as is the motivation to make a purchase.<\/p>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-2vhRle {\n        padding-top: 2.8rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-2vhRle {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #ffffff;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-2vhRle-container  #ffffff custom-padding \" id=\"section-2vhRle\"\n    style=\"opacity: 100%; background-color: #ffffff;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-ZpTodD .heading h2 {\n        color: #421f3c;\n        font-size: 2.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-ZpTodD {\n        margin-top: 1rem;\n        margin-bottom: 0rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-ZpTodD {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-ZpTodD  px-0\" id=\"heading-ZpTodD\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-ZpTodD\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"best-practices-for-lead-nurturing\"><\/a>\n            <h2>Best practices for lead nurturing\u200b<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-Z2bjcT7 p,\n    .lazyblock-content-Z2bjcT7 p a,\n    .lazyblock-content-Z2bjcT7 h1,\n    .lazyblock-content-Z2bjcT7 h2,\n    .lazyblock-content-Z2bjcT7 h3,\n    .lazyblock-content-Z2bjcT7 h4,\n    .lazyblock-content-Z2bjcT7 h5 {\n        color: ;\n    }\n\n    #content-Z2bjcT7 {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-Z2bjcT7 {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-Z2bjcT7 {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-Z2bjcT7-container  px-0 \"\n     id=\"content-Z2bjcT7\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-Z2bjcT7\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p>Imagine you\u2019re\u00a0<a href=\"https:\/\/progmatiq.com\/blog\/drive-traffic-website-free\" target=\"_blank\" rel=\"noopener\">getting lots of inbound traffic\u00a0<\/a>. Feels pretty awesome, huh?<\/p>\n<p>But traffic is just a vanity metric if it doesn\u2019t turn into real sales.<\/p>\n<p>For many businesses, this vanity metric is the bane of their existence, with stats showing that\u00a0<a href=\"https:\/\/www.business2community.com\/inbound-marketing\/10-eye-opening-statistics-on-lead-nurturing-in-2019-02203965\" target=\"_blank\" rel=\"noopener\">96% of site visitors arrive on your website\u00a0<\/a>with no intention of buying. It\u2019s only via lead nurturing that you can slowly persuade these same site visitors that you\u2019ve got the solution to their problems.<\/p>\n<p>Lead nurturing, then, is the process of taking your traffic and \u2013 over time \u2013 gently pushing it down the\u00a0<a href=\"https:\/\/www.mailmunch.com\/blog\/sales-funnel\/\" target=\"_blank\" rel=\"noopener\">sales funnel\u00a0<\/a>. It takes your leads on a journey from the top of the funnel to the bottom, so that they transform from people who are a\u00a0<i>bit\u00a0<\/i>interested in what you\u2019ve got, to people who are ready to buy what you\u2019ve got.<\/p>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-K85aE {\n        padding-top: 2.8rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-K85aE {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #f5f5f5;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-K85aE-container  #f5f5f5 custom-padding \" id=\"section-K85aE\"\n    style=\"opacity: 100%; background-color: #f5f5f5;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-CVE4v .heading h2 {\n        color: #421f3c;\n        font-size: 2.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-CVE4v {\n        margin-top: 1rem;\n        margin-bottom: 0rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-CVE4v {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-CVE4v  px-0\" id=\"heading-CVE4v\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-CVE4v\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"targeted-content\"><\/a>\n            <h2>Targeted content\u200b<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-Z2tAK7t p,\n    .lazyblock-content-Z2tAK7t p a,\n    .lazyblock-content-Z2tAK7t h1,\n    .lazyblock-content-Z2tAK7t h2,\n    .lazyblock-content-Z2tAK7t h3,\n    .lazyblock-content-Z2tAK7t h4,\n    .lazyblock-content-Z2tAK7t h5 {\n        color: ;\n    }\n\n    #content-Z2tAK7t {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-Z2tAK7t {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-Z2tAK7t {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-Z2tAK7t-container  px-0 \"\n     id=\"content-Z2tAK7t\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-Z2tAK7t\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p>Creating highly relevant content is crucial if you want your audience to read and engage with it. People who shared with you their biggest treasure \u2013 their contact data should be treated royally. That also means delivering them the kind of content which will be useful and solving directly their issues or answering their concerns.<\/p>\n<p>For example, at Tidio we target business owners looking to increase their\u00a0<a href=\"https:\/\/feinternational.com\/blog\/how-to-sell-ecommerce-business\/\" target=\"_blank\" rel=\"noopener\">eCommerce valuation<\/a>. However, writing generic content about setting up an online store or running ad campaigns will not really be valuable, since there are many platforms where you can open your e-shop.<\/p>\n<p>Since we\u2019ve segmented our target audience with a chatbot and gathered data that tells us which lead\/user uses which platform, we can create more relevant content for them. For example we can write a detailed guide on \u201cHow to successfully sell on Shopify\u201d and send it to\u00a0<a href=\"https:\/\/litextension.com\/blog\/shopify-vs-squarespace\/\" target=\"_blank\" rel=\"noopener\">Shopify store<\/a>\u00a0owners. Then we can write a similar piece of content for\u00a0<a href=\"https:\/\/sweetydeals.com\/?gclid=GdOSnoUGIO8Q_CdCI1NfxWn5GoZsmHH6dcC1jxukswVMtKhx7YsObI7\" target=\"_blank\" rel=\"noopener\">BigCommerce<\/a>\u00a0or WooCommerce.<\/p>\n<p>In this way, the content we are creating becomes personalised and can be distributed to the right customer segments.<\/p>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-Z26Ghyh {\n        padding-top: 2.8rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-Z26Ghyh {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #ffffff;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-Z26Ghyh-container  #ffffff custom-padding \" id=\"section-Z26Ghyh\"\n    style=\"opacity: 100%; background-color: #ffffff;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-ZPo252 .heading h2 {\n        color: #421f3c;\n        font-size: 2.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-ZPo252 {\n        margin-top: 1rem;\n        margin-bottom: 0rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-ZPo252 {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-ZPo252  px-0\" id=\"heading-ZPo252\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-ZPo252\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"email-marketing\"><\/a>\n            <h2>Email marketing\u200b<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-Z1aQHgl p,\n    .lazyblock-content-Z1aQHgl p a,\n    .lazyblock-content-Z1aQHgl h1,\n    .lazyblock-content-Z1aQHgl h2,\n    .lazyblock-content-Z1aQHgl h3,\n    .lazyblock-content-Z1aQHgl h4,\n    .lazyblock-content-Z1aQHgl h5 {\n        color: ;\n    }\n\n    #content-Z1aQHgl {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-Z1aQHgl {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-Z1aQHgl {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-Z1aQHgl-container  px-0 \"\n     id=\"content-Z1aQHgl\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-Z1aQHgl\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p>For email marketing to work effectively, you need to first use it to understand where your lead is in the funnel. For example, if a lead is nowhere near ready to buy but you send them a \u2018closing\u2019 email, you will lose them.<\/p>\n<p>So once you understand where your leads are in the funnel, you can then segment your audience and send personalised emails.\u00a0<a href=\"https:\/\/blog.emailoctopus.com\/why-you-should-use-segmentation-in-your-email-marketing\/\" target=\"_blank\" rel=\"noopener\">Segmentation<\/a>\u00a0achieves two things. First, it ensures you\u2019re not sending every single lead the same email. Second, it means you don\u2019t need to waste time writing out thousands of individual emails.<\/p>\n<p>That\u2019s why lead qualification plays such a big role in helping businesses to do email marketing effectively. When you correctly qualify the leads before you start nurturing them, you automatically increase your chances of being more effective in your email marketing endeavours.<\/p>\n<p>Segment your leads into different categories \u2013 such as age, preferences, past buying behaviour, location etc \u2013 and then\u00a0<a href=\"https:\/\/elasticemail.com\/blog\/5-tips-on-how-to-improve-your-email-personalization-strategies\" target=\"_blank\" rel=\"noopener\">personalise your emails<\/a>\u00a0so that they hit home with each segmented group.<\/p>\n<p>Personalisation doesn\u2019t take too much effort.<\/p>\n<p>For example, here are 3 different emails sent to\u00a0<a href=\"https:\/\/landingi.com\/\" target=\"_blank\" rel=\"noopener\">Landingi\u00a0<\/a>users right after they signed up:<\/p>\n<p>&nbsp;<\/p>\n<p><img decoding=\"async\" class=\"aligncenter size-full wp-image-12209\" src=\"https:\/\/proweb.p.blends.be\/wp-content\/uploads\/112-1.png\" alt=\"\" width=\"834\" height=\"259\" \/><\/p>\n<p><br \/>As you can see, each one of them is personalised depending on the customer\u2019s profile. All you have to do is to create your buyer persona templates and define their needs and wants in order to deliver them the content they will respond to best. There is an abundance of\u00a0<a href=\"https:\/\/www.emailvendorselection.com\/email-service-provider-list\/\" target=\"_blank\" rel=\"noopener noreferrer\">email marketing tools<\/a>\u00a0such as\u00a0<a href=\"http:\/\/moosend.com\/\" target=\"_blank\" rel=\"noopener\">Moosend\u00a0<\/a>, Mailchimp or\u00a0<a href=\"https:\/\/www.getresponse.com\/\" target=\"_blank\" rel=\"noopener\">GetResponse\u00a0<\/a>to get you started on your email marketing journey.<\/p>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-Z1R5Ey5 {\n        padding-top: 2.8rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-Z1R5Ey5 {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #f5f5f5;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-Z1R5Ey5-container  #f5f5f5 custom-padding \" id=\"section-Z1R5Ey5\"\n    style=\"opacity: 100%; background-color: #f5f5f5;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-ZGCMR3 .heading h2 {\n        color: #421f3c;\n        font-size: 2.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-ZGCMR3 {\n        margin-top: 1rem;\n        margin-bottom: 0rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-ZGCMR3 {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-ZGCMR3  px-0\" id=\"heading-ZGCMR3\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-ZGCMR3\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"community-building\"><\/a>\n            <h2>Community building\u200b<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-Z1tvNQu p,\n    .lazyblock-content-Z1tvNQu p a,\n    .lazyblock-content-Z1tvNQu h1,\n    .lazyblock-content-Z1tvNQu h2,\n    .lazyblock-content-Z1tvNQu h3,\n    .lazyblock-content-Z1tvNQu h4,\n    .lazyblock-content-Z1tvNQu h5 {\n        color: ;\n    }\n\n    #content-Z1tvNQu {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-Z1tvNQu {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-Z1tvNQu {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-Z1tvNQu-container  px-0 \"\n     id=\"content-Z1tvNQu\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-Z1tvNQu\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p>Another great way to nurture your leads is to create an engaging community. Doing that allows you to connect with your leads and provide them with even more value. You might create a \u201chelp\u201d group such as Tidio Community where your leads (or users) are asking questions and your support is addressing their concerns:<\/p>\n<p>&nbsp;<\/p>\n<p><img decoding=\"async\" class=\"aligncenter size-full wp-image-12206\" src=\"https:\/\/proweb.p.blends.be\/wp-content\/uploads\/1tidio-11.png\" alt=\"\" width=\"828\" height=\"308\" \/><\/p>\n<p>&nbsp;<\/p>\n<p>You can also use a different approach and take an example from Ahrefs and their insider group where apart from helping out, Ahrefs team is also sharing educational content and news related to new features.<\/p>\n<p>&nbsp;<\/p>\n<p><img decoding=\"async\" class=\"aligncenter size-full wp-image-12205\" src=\"https:\/\/proweb.p.blends.be\/wp-content\/uploads\/111-11.png\" alt=\"\" width=\"784\" height=\"639\" \/><\/p>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-1imS0O {\n        padding-top: 2.8rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-1imS0O {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #ffffff;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-1imS0O-container  #ffffff custom-padding \" id=\"section-1imS0O\"\n    style=\"opacity: 100%; background-color: #ffffff;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-Z1dyCxV .heading h2 {\n        color: #421f3c;\n        font-size: 2.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-Z1dyCxV {\n        margin-top: 1rem;\n        margin-bottom: 0rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-Z1dyCxV {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-Z1dyCxV  px-0\" id=\"heading-Z1dyCxV\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-Z1dyCxV\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"omnichannel-communication\"><\/a>\n            <h2>Omnichannel communication\u200b<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-ZJQyex p,\n    .lazyblock-content-ZJQyex p a,\n    .lazyblock-content-ZJQyex h1,\n    .lazyblock-content-ZJQyex h2,\n    .lazyblock-content-ZJQyex h3,\n    .lazyblock-content-ZJQyex h4,\n    .lazyblock-content-ZJQyex h5 {\n        color: ;\n    }\n\n    #content-ZJQyex {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-ZJQyex {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-ZJQyex {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-ZJQyex-container  px-0 \"\n     id=\"content-ZJQyex\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-ZJQyex\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p>Before a lead turns into a prospect who makes a purchase, they go on a bit of a journey that begins at the\u00a0<a href=\"https:\/\/inboundjunction.com\/content-marketing-funnel\" target=\"_blank\" rel=\"noopener noreferrer\">top of the funnel<\/a>\u00a0and ends at the bottom. During that journey, they use different channels and numerous touch points. Reaching them where they are, then, is key.<\/p>\n<p>This is what\u00a0<a href=\"https:\/\/www.cloudtalk.io\/blog\/how-to-provide-your-customers-with-brilliant-omnichannel-support\" target=\"_blank\" rel=\"noopener\">omnichannel communication\u00a0<\/a>is. It\u2019s when you nurture your leads via various channels, including email, chatbots, social media,\u00a0<a href=\"https:\/\/biz30.timedoctor.com\/how-to-start-a-call-center\/\" target=\"_blank\" rel=\"noopener\">call center services\u00a0<\/a>, and in-app notifications.<\/p>\n<p>For example, you could collect lead data via an opt-in form on your website, before retargeting them with an ad on Facebook.<\/p>\n<p>Chatbots are useful here, too. Chatbots are able to intelligently converse with people who land on your website. They can profile them by asking them a series of questions. Moreover, because chatbots are backed by\u00a0<a href=\"https:\/\/customers.ai\/blog\/ai-tools-for-marketing\" target=\"_blank\" rel=\"noopener\">Artificial Intelligence<\/a>, they can progress each individual conversation so that the lead is nudged closer to the point where they\u2019re handing over their data to you.<\/p>\n<p>Once you\u2019ve got their key data (such as an email address), you can then launch an\u00a0<a href=\"https:\/\/vyper.io\/blog\/email-marketing-tips-6-ways-to-make-email-work-better-for-you\/\" target=\"_blank\" rel=\"noopener\">email marketing campaign\u00a0<\/a>that further warms them up.<\/p>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-ZOd5ms {\n        padding-top: 2.8rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-ZOd5ms {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #f5f5f5;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-ZOd5ms-container  #f5f5f5 custom-padding \" id=\"section-ZOd5ms\"\n    style=\"opacity: 100%; background-color: #f5f5f5;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-Z1Q7Av .heading h2 {\n        color: #421f3c;\n        font-size: 2.5rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-Z1Q7Av {\n        margin-top: 1rem;\n        margin-bottom: 0rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-Z1Q7Av {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-Z1Q7Av  px-0\" id=\"heading-Z1Q7Av\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-Z1Q7Av\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"conclusion\"><\/a>\n            <h2>Conclusion\u200b<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n<style>\n    .lazyblock-content-Z2fOKz2 p,\n    .lazyblock-content-Z2fOKz2 p a,\n    .lazyblock-content-Z2fOKz2 h1,\n    .lazyblock-content-Z2fOKz2 h2,\n    .lazyblock-content-Z2fOKz2 h3,\n    .lazyblock-content-Z2fOKz2 h4,\n    .lazyblock-content-Z2fOKz2 h5 {\n        color: ;\n    }\n\n    #content-Z2fOKz2 {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-Z2fOKz2 {\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n        #content-Z2fOKz2 {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-content-container lazyblock-content-Z2fOKz2-container  px-0 \"\n     id=\"content-Z2fOKz2\">\n    <div class=\"row lazyblock-content justify-content-start  lazyblock-content-Z2fOKz2\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <p>Both\u00a0<a href=\"https:\/\/www.tidio.com\/blog\/lead-generation-strategy-for-small-businesses\/\" target=\"_blank\" rel=\"noopener\">lead generation<\/a>\u00a0and\u00a0<a href=\"https:\/\/pointerpro.com\/blog\/which-qualifying-questions-to-use-in-the-sales-process\/\" target=\"_blank\" rel=\"noopener\">lead qualification<\/a>\u00a0aren\u2019t that hard.\u00a0<a href=\"https:\/\/breadcrumbs.io\/revenuepedia\/what-is-lead-scoring\/\" target=\"_blank\" rel=\"noopener\">Qualifying leads<\/a>\u00a0is, however, a continuous process that takes time and effort until you get to the point where you\u2019re laser focused on \u2018hot leads\u2019 that matter.<\/p>\n<p>Once you\u2019ve put in place a strategy and system that works, it\u2019s just a case of monitoring your efforts so that you stay on the right track. Make sure to use tools to help you along the way too.<\/p>        <\/div>\n    <\/div>\n<\/div>\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-2hQu4N {\n        padding-top: 4rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-2hQu4N {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #ffffff;\">\n    <div class=\"container-xl lazyblock-section lazyblock-section-2hQu4N-container  #ffffff custom-padding \" id=\"section-2hQu4N\"\n    style=\"opacity: 100%; background-color: #ffffff;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-10 px-0 custom-padding row\">\n                    \n\n<style>\n    #section-Z26r2mo {\n        padding-top: 2.8rem;\n        padding-bottom: 0rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-Z26r2mo {\n        ;\n        ;\n        }\n    }\n\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; background-color: #421f3c;\">\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n    <div class=\"container-fluid lazyblock-section lazyblock-section-Z26r2mo-container  \" id=\"section-Z26r2mo\"\n         style=\"opacity: 100%; background-color: #421f3c;\">\n                            <div class=\"section-bg-color\"\n                 style=\"opacity: 100%;\"><\/div>\n                <div class=\"container-md \">\n            <div class=\"row col-lg-12\">\n                \n\n<style>\n    #content-image-2mhkuv {\n        padding-top: 0rem;\n        padding-bottom: 0rem;\n    }\n\n        \n    @media (max-width: 767.98px) {\n        .p-0 {\n            padding: 1rem !important;\n        }\n    }\n\n    #content-image-2mhkuv {\n        margin-top: 0rem;\n        margin-bottom: 0rem;\n    }\n\n    #content-image-2mhkuv .content-wrapper {\n        padding-left: 0rem;\n        padding-right: 0rem;\n    }\n\n    @media (max-width: 768px) {\n        #content-image-2mhkuv .content-wrapper {\n            padding-left: 0 !important;\n        }\n    }\n\n    @media (max-width: 1440px) {\n        #section-2mhkuv {\n            \/\/padding-left: -2.8rem;\n        }\n    }\n\n    \n \/*   .lazyblock-content-image-container {\n        position: relative;\n    }*\/\n\n<\/style>\n\n<div class=\"lazyblock-content-image-container lazyblock-content-image-2mhkuv-container -container px-0 mx-0\">\n    <div class=\"row lazyblock-content-image \"\n         id=\"content-image-2mhkuv\">\n        <div class=\"content-wrapper col-lg-6 col-12 pe-4 mb-lg-0 mb-4 order-1\">\n            <div class=\"d-flex flex-centered h-100\">\n                                                <div class=\"d-flex flex-wrap\">\n                    <div class=\"container-md px-0\">\n                        <div class=\"row lazyblock-content justify-content-start\">\n                            <div class=\"col-12 col-lg-12 text-start ps-4\">\n                    \n\n<style>\n    #heading-ZT50Bs .heading h2 {\n        color: #ffffff;\n        font-size: 2rem;\n        line-height: 3rem !important;\n    }\n\n    #heading-ZT50Bs {\n        margin-top: 0rem;\n        margin-bottom: 2rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-ZT50Bs {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-ZT50Bs  px-0\" id=\"heading-ZT50Bs\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-ZT50Bs\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"create-your-own-assessment-for-free\"><\/a>\n            <h2>Create your own assessment <br>for free!<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n<div class=\"row lazyblock-cta w-100\">\n    <div class=\"col-lg-12 text-start\">\n        <a class=\"btn btn-primary  \" href=\"https:\/\/app.pointerpro.com\/register?trial=true&amp;plan=professional\" target=\"_self\">Get started today<\/a>\n    <\/div>\n<\/div>\n\n                            <\/div>\n                        <\/div>\n                    <\/div>\n                <\/div>\n            <\/div>\n        <\/div>\n        <div class=\"image-wrapper col-lg-6 order-2\">\n            <div class=\"d-flex flex-centered h-100\">\n                                                                    <img decoding=\"async\" class=\"on-the-fly-2mhkuv\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/PP-BANNER-GetStartedToday.png\"\n                         alt=\"\" title=\"\"\/>\n                            <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n\n<script>\n    document.addEventListener(\"DOMContentLoaded\", function() {\n        var containers = document.querySelectorAll('.lazyblock-content-image-container');\n\n        function checkViewport() {\n            var screenWidth = window.innerWidth;\n            if (screenWidth > 320 && screenWidth <= 768) {\n                containers.forEach(function(container) {\n                    container.classList.remove('px-0', 'mx-0');\n                });\n            } else {\n                containers.forEach(function(container) {\n                    container.classList.add('px-0', 'mx-0');\n                });\n            }\n        }\n\n        checkViewport();\n\n        window.addEventListener('resize', checkViewport);\n    });\n\n<\/script>\n            <\/div>\n        <\/div>\n    <\/div>\n<!-- end -->\n\n\n                <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n<!-- end -->\n\n<!-- if container is MD -->\n<!-- end -->\n\n\n\n\n<style>\n    #section-snaNG {\n        padding-top: 0rem;\n        padding-bottom: 2.8rem;\n    }\n\n    @media (min-width:1024px ) {\n        #section-snaNG {\n        ;\n        ;\n        }\n    }\n\n        .custom-padding {\n        padding-right: 0 !important;\n        padding-left: 0 !important;\n    }\n    @media (max-width: 1024px) {\n        .custom-padding {\n            padding-right: var(--bs-gutter-x, .75rem) !important;\n            padding-left: var(--bs-gutter-x, .75rem) !important;\n        }\n    }\n    <\/style>\n\n<!-- if container is fluid -->\n<div class=\"full-width\" style=\"position: relative; opacity: 100%; \">\n    <div class=\"container-xl lazyblock-section lazyblock-section-snaNG-container recommended-reading-single-post-container  custom-padding \" id=\"section-snaNG\"\n    style=\"opacity: 100%; \">\n                        <div class=\"row justify-content-center px-0 mx-0\">\n                <div class=\"col-lg-12 px-0 custom-padding row\">\n                    \n\n<style>\n    #heading-j8ssN .heading h2 {\n        color: #ff7418;\n        font-size: 1.5rem;\n        line-height: 2rem !important;\n    }\n\n    #heading-j8ssN {\n        margin-top: 0rem;\n        margin-bottom: 2rem;\n        margin-left: auto;\n        margin-right: auto;\n    }\n\n    @media (max-width: 768px) {\n        #heading-j8ssN {\n            margin-left: 0;\n            margin-right: 0;\n        }\n    }\n<\/style>\n\n<div class=\"container-md lazyblock-heading-2-container lazyblock-heading-2-j8ssN  px-0\" id=\"heading-j8ssN\">\n    <div class=\"row heading lazyblock-heading-2 justify-content-start  lazyblock-heading-2-j8ssN\">\n        <div class=\"col-12 col-lg-12 text-start\">\n            <a class=\"heading-2-anchor heading-anchor\" id=\"recommended-reading\"><\/a>\n            <h2>Recommended Reading<\/h2>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n<div class=\"container-md lazyblock-teasers \">\n\n    \n    \n            <div class=\"row-wrapper child row row-cols-1 row-cols-lg-2 row-cols-xl-3 grid-gutter\" id=\"content_HOsUn\">\n                                                <div class=\"col pb-5\">\n                        <div class=\"card h-100 px-0 recommended-posts\">\n    <div class=\"recommended-item-wrapper\">\n        <div class=\"recommended-item-card\">\n                            <div class=\"recommended-item-img-wrapper\">\n                    <img decoding=\"async\" src=\"https:\/\/pointerpro.com\/wp-content\/uploads\/SURVEYxANYPLACExZAVENTEMANTWERP-124-1.jpg\" class=\"recommended-item-img\" alt=\"Are you popular? Brand awareness surveys reveal the truth.\">\n                <\/div>\n                        <div class=\"recommended-item-body flex-column h-100\">\n                <div class=\"recommended-item-title\">\n                    <h4><a href=\"https:\/\/pointerpro.com\/blog\/popular-brand-awareness-surveys\/\">Are you popular? Brand awareness surveys reveal the truth.<\/a><\/h4>\n                <\/div>\n                <div class=\"recommended-item-excerpt\">\n                    <p>By using a brand awareness survey you give your customers a voice. 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It\u2019s crucial that you invest your time and energy into trying to convert leads that have real potential, and less time and energy in leads that aren\u2019t really interested in what you\u2019ve got to sell. In this article, we\u2019re going to take a look at how to qualify leads to maximize conversions.<\/p>\n","protected":false},"author":141,"featured_media":15158,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[1],"tags":[365,198,359],"topic":[415],"class_list":["post-12202","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-general-en","tag-customer-acquisition","tag-data-collection","tag-marketing-growth","topic-marketing"],"acf":[],"_links":{"self":[{"href":"https:\/\/pointerpro.com\/wp-json\/wp\/v2\/posts\/12202","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/pointerpro.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/pointerpro.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/pointerpro.com\/wp-json\/wp\/v2\/users\/141"}],"replies":[{"embeddable":true,"href":"https:\/\/pointerpro.com\/wp-json\/wp\/v2\/comments?post=12202"}],"version-history":[{"count":8,"href":"https:\/\/pointerpro.com\/wp-json\/wp\/v2\/posts\/12202\/revisions"}],"predecessor-version":[{"id":19089,"href":"https:\/\/pointerpro.com\/wp-json\/wp\/v2\/posts\/12202\/revisions\/19089"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/pointerpro.com\/wp-json\/wp\/v2\/media\/15158"}],"wp:attachment":[{"href":"https:\/\/pointerpro.com\/wp-json\/wp\/v2\/media?parent=12202"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/pointerpro.com\/wp-json\/wp\/v2\/categories?post=12202"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/pointerpro.com\/wp-json\/wp\/v2\/tags?post=12202"},{"taxonomy":"topic","embeddable":true,"href":"https:\/\/pointerpro.com\/wp-json\/wp\/v2\/topic?post=12202"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}