I would like to focus on such a criterion as "Need". It will help the sales department understand how to build communication with the client and how long it will take to prepare the lead for a purchase.
This parameter allows you to understand whether the client recognizes or does not recognize the existence of needs that your product or service can satisfy.
With this information, the sales department will be able to select communication tactics for each client: is it possible to minimize the time for conversation and close the deal quickly if the client recognizes the need, or will it first be necessary to find out the real reasons for such a lead contacting your company, understand his “pain” and only then formulate the client’s need.
Time
Also important information for the sales department will be data on the time frame in which the client plans to complete the transaction. This will allow identifying such a criterion as "Time".
During a conversation with a client, you need to ask a question of the following nature:
When do you plan to use our company's services? (Urgent/issue being resolved/no need yet).
With this data, it will be easier for the sales department malaysia phone number data to figure out which customers need to be called first (“hot leads”) and who can wait a little longer.
Behavioral criteria
Behavioral criteria for qualifying leads will help you understand how loyal the client is, what he likes about your company, and what causes negative emotions.
Also, within the framework of the behavioral criterion, it is possible to clarify how the client prefers to communicate with you: by phone, email or some other way. Of course, communication by phone is always more productive, but due to the fact that the client does not always get in touch, such information will allow you to maintain contact with the person.
And the last criterion that I would like to consider is the " geography of the client's location ". This criterion will not play a role for all companies. For example, such data will be important for contextual advertising agencies, since depending on the region in which the client plans to promote their goods and services, you can understand the approximate cost of a click, the advertising budget and, therefore, create a personal offer for the lead.