How to Identify Sales Ready Leads

June 9, 2018

Nik Sproal:

Hi guys! Welcome to the Social Garden First Home Buyer Series! Today, Erica and I will be talking about the intent stage. Welcome, Erica!

Erica Sachse:

Hello!

Nik:

Erica, who is at the intent stage?

Erica:

Someone who’s made a decision and is ready to engage with sales.

Nik:

Okay, great. So based on that, what are your top three tips for sales and marketing teams to make the most of this stage.

Erica:

Narrow the consideration set, identify sales qualified leads, and solution sell.

Nik:

Fantastic. So, what do you mean by “narrow the consideration set”?

Erica:

So, we want to help prospects build a pros and cons list and then use something like a value ranking tool in order to determine how important each of those criteria are.

Nik:

And why is that important?

Erica:

Because it supports some in making the decision, in order to get them closer to deposit.

Nik:

Great! Okay, so with your second point about identifying sales qualified leads, what are we talking about here?

Erica:

We can identify sales qualified leads in two ways. One is through Intent Markers, so that’s if someone requests a call back off of an email. Or Content Markers, that’s when a prospect reaches a high lead score based on the content that they’re interacting with.

Nik:

And that could be, say on their website or via an eDM?

Erica:

Exactly.

Nik:

Fantastic. So lastly, solutions selling. What are we talking about here?

Erica:

This is around product/market fit. You want to support the prospect in identifying your product as meeting their needs.

Nik:

And is this the right time to get into the detail?

Erica:

Absolutely! This is a very educated prospect at this point. So, you’re able to talk to them about the details like lot size, lot frontage and price.

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