Not everyone who downloads your whitepaper, visits an event or follows a webinar is ready to become a customer. Some leads will never become a customer. Others may eventually, but not now. In short, not every lead is a promising lead. To determine the quality of leads, we use the Map promising leads BANT criteria at Paddls. This gives you quick insight into whether it makes sense to invest time and energy in a certain lead now. And if not, when. But how exactly do you do that, apply BANT criteria? We are happy to explain it to you.
1. First define which BANT criteria you use Map promising leads
In order to properly apply the BANT criteria, Marketing and Sales must first jointly determine when a lead has enough potential to be personally approached by Sales. The number of criteria you apply depends on your proposition and your product. When introducing a new product, you are more flexible. For example, with a new and/or innovative product, there is little chance that a budget has been reserved for it and a specific timeframe applies. If you sell a commodity, you apply the BANT criteria much more strictly. So define in advance which BANT criteria your organization wants to apply and how, before you label a contact as a qualified lead.
2. Ask questions Map promising leads
Then, as soon as you go from online to email is absolutely fundamental in inbound marketing offline contact (physical or telephone), it is important to ask the right questions to be able to qualify your lead. You can ask different questions per criterion. But be careful: the intention is not to subject your conversation partner to a barrage of questions. The BANT criteria are not a checklist. There is no fixed order to ask the questions. Every conversation is different, but always make sure that it remains a two-way street.
B – Budget
An important question: is there a budget available for the purchase of your product/service/solution? And if so, how much? If all goes well, you have determined in step tunisia phone number library 1 what budget a lead must have at least to be promising for your organization. Questions you can ask are, for example:
- How much are you currently spending on this problem or need?
- Whose budget does this come from?
- How much does it cost to build the system yourself?
- How much would it cost if you didn’t solve this problem within five years?
- How much of a factor will price play in the decision?
- Have you identified a budget range for this purchase?
- What is the ROI you hope to see?
A – Authority Map promising leads
What is the decision-making authority of the bosnia and herzegovina leads person you are speaking to? Who else is involved in the decision-making process? Consider questions such as:
- Who uses the product?
- When was the last time you purchased a similar product?
- How does the decision-making process work?
- Who else is involved in this decision?
- Who is ultimately authorized to sign?
- What objections do you expect during the process? How do we best address them?