Types of Leads in Sales

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Lead quality plays an important role in marketing. High-quality sales leads are characterized by accurate contact information and a high probability of converting into customers. One of the key elements in this process is lead classification.

Types of leads by target audience:

Targeted: leads obtained for a specific company, i.e. contact information of potential clients interested in its product or service.

Consumer: generic contact data that is not addressed to a specific company. It is collected based on various criteria such as gender, age, interests.

Types of leads by readiness to buy (warmth):

Hot: they have formed a need, studied the offer and are ready to place an order. All that is required is to clarify the details and stimulate the purchase.

Warm: Show interest in the product or service, but are not yet ready to make a purchase. You need to provide them with additional information and convince them of the value of the offer.

Cold: have minimal understanding of the company and its offering. Require significant efforts to attract and persuade.

Types of Leads in Sales

Source: shutterstock.com

To effectively attract leads, you need to use various communication channels:

The first type of leads is Spears. They are obtained as a result of the manager's active actions or calling potential clients. Another important method is distributing business cards at various events. For example, invite a client to a free procedure at a beauty salon, where he will already be offered additional services or a full course of procedures. The average conversion of leads into sales in this case is low.

The second type of leads is Seeds. It is based on word of mouth and recommendations from acquaintances and friends. People tend to trust the opinions of their loved ones more than advertising or managers. Therefore, to attract leads through this channel, it is important to provide quality products and services.

The third type of leads is Nets. They are obtained using marketing tools such as advertising with a transition to a web resource, YouTube videos, SEO texts, contextual advertising, webinars. They allow you to create a wide network that attracts leads and helps to increase conversion to customers.

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Alexander Kuleshov
Alexander Kuleshov
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4 Compelling Reasons to Work with Leads in Sales
For successful warming up, it is necessary to actively work with the client. Warming up has several functions, let's consider them in more detail.

Closing objections
When a potential client has left a request but still has doubts, it is important to actively work with their objections. This usually includes a whole chain of stimulating actions. The set of actions depends on the doubts that potential clients have.

For example, many clients worry that implementing a CRM system is too expensive or will not meet their needs. They say, "I need to think about it" or "I need to discuss it with my colleagues." In such cases, it is important to maintain contact with the client, provide additional information, answer questions, and help them make a decision.

Let's imagine that we are considering a situation where people are choosing a CRM system. In this case, the following doubts arise:

Doubt Action
Many systems on the market. A lot of information. I don't know which one to choose. To help leads make a decision, launch contextual advertising on a page with a rating of CRM systems and a comparison block by functionality.
Lots of features. I don't understand why I need so many To address this doubt, demonstrate examples of how the CRM system can be used, showing which features are useful in specific situations. This will show leads how the system will improve their business processes.
Everything is beautiful in the description. But I want real stories from my field To resolve this doubt, send your leads case studies of current clients by email. This will allow them to see how other companies in their industry have used a CRM system and how it has benefited them.
It's all complicated here, how can I figure it all out? To make it easier for newbies to understand and master the CRM system, launch a course on setting up and working with the system. This will help leads master the basic functions and feel more confident when using the system.
The license is expensive Provide a free trial of the system or offer discounts for purchasing a license for a long period. Send leads a case study that demonstrates how using a CRM system saves money in the long run.
A competent marketer creates a chain of interconnected actions to effectively close objections and convince leads of the benefits of choosing a specific CRM system. If a client shows interest in one of the letters and performs a target action, for example, leaves a request, the warm-up chain is interrupted. In this case, they move on to the next stage of the sales process.

It is important to remember that each client is unique and their concerns may differ from the examples given. Therefore, it is important to be flexible in your approach to handling objections and adapt your strategy to a specific client.