Envision the bustling streets of Singapore, where modern companies thrive amid a rich blend of tradition and innovation. Within this dynamic city, B2B businesses perform a crucial dance with tactical moves— lead generation.
Just like a famed coffee shop flourishing on a steady stream of customers through its unique value, businesses also need a stable flow of interested leads to survive and sustain growth.
But with the digital noise and ever-changing consumer demands, securing these B2B leads has become more complex than ever. Generating qualified leads–prospects who are truly interested in what you offer–is not just an advantage; it’s the lifeblood of any business.
Explore our Services: B2B Lead Generation Services in Singapore and APAC
Operating in Lion City’s saturated market, companies must harness innovative and customer-focused strategies to attract, engage, and convert prospects into leads.
When launching a new campaign with clients, the most important question that Callbox asks them is:
“What is a qualified lead for you?” Or “How do you define a qualified lead?”
Here we’ll answer the 4Ws and 1H (What, Who, When, Where, and How) that make a lead ‘qualified.’
- What is a qualified Lead?
In essence, a qualified lead expresses a buying signal or verbalizes their “need” for your product or service. They meet the specific criteria of your campaign and exhibit an interest in what your business has to offer.
- Who qualifies for the Lead?
The Quality Analyst (QA) is the expert who is responsible for evaluating the leads based on the campaign specifications. Once the QA qualifies the lead, he/she submits this to the client.
- When should a QA qualify a Lead?
As soon as a lead is submitted by the caller, our QA approves it on the same day. In some instances, the evaluation might be rescheduled depending on the urgency of the appointment or client-specific requests.
- Where can you find qualified Leads?
You can find the submitted leads in the QA Lead Editor Tool. Qualified or Successful Leads can be seen or tracked in the Pipeline CRM, tagged as Appointment Set, Lead Completed, or Profile Completed – depending on the campaign or client requirement.
- How does a Quality Analyst qualify a Lead?
Our QAs follow a rigorous evaluation process encompassing:
1. Criteria Identification: Before a lead is qualified, the QA must understand the qualification criteria such as:
- What is the goal of the campaign?
To set phone or office appointments, generate leads, or invite prospects to attend an event (webinar/roadshow/seminar)
- Who is the Target DM?
This could be specific by job title or any as long as they can make decisions.
- What are the Qualifying Questions?
Considered to be a significant factor as this will give the client/consultant an idea as to how he would customize a proposal for the prospect.
Example Qualifier: The company should have 20 users, 10 computers, etc.
- The Probing Questions:
These questions do not necessarily grade the prospect’s qualification because there are no standards set by the client. Probing questions that were answered by the prospect during the call will help our clients understand the prospect’s current setup. As long as the prospect is interested, regardless of his/her answers, the QA will consider the Lead or Appointment.
Ex: What software are you currently using? (Take note of the software’s brand)
How are you currently managing your IT needs? Is it in-house or outsourced?
- Special Instructions from the client: Maybe a calendar schedule for which date and time to set the appointment, notes format, etc.
2. Call Recording Review: The QA listens to the FULL call recording, cross-checking the conversation against the script and campaign information.
3. Analysis: The QA takes note of aspects that made the call positive or negative.
4. Verifying: The QA listens to the call recording again to analyze the entire conversation.
5. Decision Making: If there’s doubt about submitting the lead to the client (e.g., the prospect has high interest but may not meet the required company size), the following actions will help the QA decide:
-List down the positive items vs the negative
-If the positive items are greater in number than the negative, then the QA will consider the Lead as qualified.
-If otherwise, the QA will send the lead back to the caller with notes/advice for possible action steps.
-The last option for contemplating whether to qualify the Lead as Success or Failed, the QA asks for the other Leaders’ opinions like the PM (Production Manager) and the CSM (Client Success Manager). This may also result in the CSM communicating with the client if they would consider this opportunity or not.
Related: The Secrets to Increase your Database with Qualified Contacts [VIDEO]
The Callbox Advantage
A firm grasp of the 4Ws and 1H of qualified leads is pivotal for driving impactful lead-generation campaigns in Singapore. Navigating this landscape successfully requires forging partnerships with the best B2B lead generation companies in Singapore-and that’s where Callbox comes in.
Through our premier AI-powered, multi-touch, multi-channel ABM lead generation marketing services, we engage each lead across multiple platforms (Voice, Email, Chat, Social Media, Webinars & Web), positioning your business in the forefront.
Fostering business growth since 2004, we have become the largest and only global provider of our outsourced B2B lead management and sales support services. Whether you’re strategizing to expand in various markets or in a single region, our global database of connections opens the doors to a whole new customer base for you.
Our tailored services can be availed with flexible and customized pricing according to your business needs (request for pricing).
With Callbox, you’ll not only gain leads but also cultivate relationships that convert. So, if you’re ready to dominate the Singapore market with a lead generation strategy that truly delivers, partner with us. Together, we’ll master the art of turning leads into success stories.
Ready for a surge in quality B2B leads and sales appointments?
