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How can you effectively handle leads that don't meet your qualification criteria?

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As an outside sales professional, you know how important it is to qualify your leads before investing your time and resources in pursuing them. But what do you do when you encounter leads that don't meet your qualification criteria? Do you simply discard them and move on, or do you try to salvage some value from them? In this article, we'll explore some effective ways to handle leads that don't fit your ideal customer profile, and how to turn them into opportunities for referrals, feedback, or future prospects.

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Ruth Idemudia

Dedicated to Social Welfare, Empowering Youth, skilled in Administration, Innovation, Advancing Psychotherapy, Web…
Chiadikaobi Kingsley Okoh. BSP,ASP

Co-Founder|Lead Business Developer at Orchiddigital Consulting Limited

1 Revisit your criteria

The first thing you should do when you find a lead that doesn't meet your qualification criteria is to revisit your criteria and make sure they are accurate, relevant, and realistic. Sometimes, your criteria may be too rigid, outdated, or based on assumptions that don't reflect the current market situation. You may be missing out on potential customers who have different pain points, goals, or preferences than your typical buyer persona. By reviewing your criteria and adjusting them as needed, you may discover that some of your unqualified leads are actually worth pursuing, or that you need to refine your lead generation strategy to attract more qualified leads.

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Chiadikaobi Kingsley Okoh. BSP,ASP

Co-Founder|Lead Business Developer at Orchiddigital Consulting Limited
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The best way you can manage leads that doesn’t meet your qualifications criteria is to research your criteria again by so doing you would have found out different method of meeting same goals and services, also discussing this lead with a superior or supervisory authority who wouldn’t look down upon you but ready to coach, mentor and guide your qualification criteria to the matching standards required to manage the leads. Etc

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2 Refer them to someone else

If you confirm that a lead is not a good fit for your offer, but you still want to maintain a positive relationship with them, you can refer them to someone else who can help them. This could be a colleague, a partner, or a competitor who has a more suitable solution for their needs. By doing this, you show that you care about their success, that you value their trust, and that you are confident in your own value proposition. You also create an opportunity for reciprocity, as they may refer you back to their network or contacts who may need your offer. Referring leads to someone else can also help you build strategic alliances and partnerships with other professionals in your industry or niche.

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Ruth Idemudia

Dedicated to Social Welfare, Empowering Youth, skilled in Administration, Innovation, Advancing Psychotherapy, Web Building and Animation.
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I usually refer them to someone i know is qualified for it. Other times, i put it aside as a sort of goal or target to work towards (getting the qualifications).

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3 Ask for feedback

Another way to handle leads that don't meet your qualification criteria is to ask them for feedback on why they are not interested in your offer, and what they are looking for instead. This can help you gain valuable insights into your target market, your competitors, and your own strengths and weaknesses. You can use this feedback to improve your offer, your messaging, your positioning, or your sales process. You can also use this feedback to segment your leads and tailor your communication and content to their specific needs and interests. Asking for feedback can also help you establish rapport and credibility with your leads, as you show that you respect their opinions and that you are willing to learn from them.

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4 Nurture them for the future

Finally, you can handle leads that don't meet your qualification criteria by nurturing them for the future. This means that you keep in touch with them and provide them with relevant and valuable information, education, or entertainment that can help them solve their problems, achieve their goals, or satisfy their desires. You can do this by adding them to your email list, your social media followers, your blog subscribers, or your podcast listeners. By nurturing them for the future, you can stay top of mind, build trust and authority, and increase your chances of converting them when they are ready to buy, or when their situation changes. You can also use this opportunity to re-qualify them periodically and see if they have become more qualified over time.

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5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you effectively handle leads that don't meet your qualification criteria?

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3

4

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1 Revisit your criteria

2 Refer them to someone else

3 Ask for feedback

4 Nurture them for the future

5 Here’s what else to consider

Outside Sales

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How can you effectively handle leads that don't meet your qualification criteria?

1

2

3

4

5

1 Revisit your criteria

2 Refer them to someone else

3 Ask for feedback

4 Nurture them for the future

5 Here’s what else to consider

Outside Sales

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