Leads are users who have shown interest in your brand and have let you know through a form or subscription. They have also provided you with some kind of personal information such as their email or phone number .
There are two types of leads: Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Let's talk a little about each of them to get more context.
Marketing Qualified Leads are right in the middle of the sales funnel and have not yet made the final purchase decision. To transform them into Sales Qualified Leads, they must have passed the sales department's filters and be eligible to purchase.
Let’s put this into practice, let’s say that John saw a digital marketing article and canada b2b leads decided to subscribe to a blog to learn more. With this, he provided some information about himself and the marketing team will proceed to contact him or perhaps send him personalized information to find out if he is really interested in buying.
If John downloads more content or provides more information about himself by accepting a phone call or a direct visit, he would become an SQL and increase the probability of purchase.
With this strategy for getting leads, you will obtain an effective database and also the possibility of increasing your sales and your client portfolio.
On the other hand, they are the ones who can develop a multiplier effect if they are satisfied with your product or service, by attracting new potential customers to you, achieving organic growth for your business.
A qualified lead is now a potential customer for your business. You have their information, they have been through your marketing and sales departments, and they have a place in your sales funnel .
Qualified leads already meet the requirements your brand needs to convert them into a customer and, in addition to that, they have let you know that they are interested in your product or service. In other words, you have already done half the work.
And what is the purpose of this process?
Save time within the funnel.
Don't let your sales team work on prospects who aren't going to buy.
Avoid frustrations due to not being able to close sales.
Don't waste time that can be invested in truly potential clients.
That there is no decrease in the return on investment.
So, once we are clear on what leads are and why my brand needs them, let's bring it into the social context, particularly the LinkedIn platform.
LinkedIn, from the user's point of view, is a professional social network where you can search for jobs, join groups relevant to your area of work and create a sort of online resume that will serve as a cover letter for different companies.
For companies, it is a platform that gives you the opportunity to connect with leads and potential clients for your organization. In particular, to find professionals who work within your area of interest.
How to identify qualified leads on LinkedIn?
Today, LinkedIn has over 600 million members and is recognized as the largest professional network in the world, so you can imagine the number of leads and potential clients you'll find there.
