What questions should you ask to qualify leads for a specific buyer persona?

Importante!!! Saber de tu BP (Buyer Persona), Previo a algún toque de prospección, es importante saber sobre el contacto, información que comparte, publicaciones que le gustan y un poco en la industria que se encuentra. Ya en contacto, 3 tips: Averiguar si es "Decision Maker"...... 1.- Entender, lo que le duele. Pero en platicas, muy orgánicas, no forzar la venta desde el inicio. 2.-Entender, los procesos de compra de las empresas, como es que un proveedor, se vuelve proveedor. (Esto sale de la plática orgánica) 3.- Saber el rol de inversión para los servicios o productos que ofreces

"Could you share a bit about your current role and what a typical day looks like for you?" "In terms of decision-making, what are the primary responsibilities that fall under your purview?" Exploring Their Current Processes and Systems: "How is your current system or process set up for [relevant area/product/service]?" "What kind of tools or solutions are you currently using, and how do they integrate into your daily operations?"

People would prefer you to come in understanding/researched them and their company. You will come off more trustworthy and if you are wrong they will correct you. Example: ? Who else is involved in your buying process? ? Normally when companies decide to work with us we would need to get the CFO involved. Would that be the same for you and do we need to get (their CFO's name) involved down the line? You should be able to get your answers quickly this way so you can use what little time you have with them wisely vs asking them a ton of questions and making it feel like it's an interrogation.

In my experience, depending on how and where the conversation is going taking into account the rhythm as well. I first want to understand their most pressing problem/issue/concern so I ask a question in that regard and appropriate to the conversation. Secondly, an most importantly after learning the first is asking "what will be the impact" to the issue, your business, sales, etc. once this issue is solved or resolved. Especially in new interactions, I am not concerned about how to position my product or service to fit a need I think they have or want them to have. I focus purely on what is most concerning to them, regardless of what that may be.

Could you brief me with your current role and responsibilities? Who all are involved in decision making? Can you share the personas or names in specific? Are you an influencer or decision maker? What are the business pain points you're trying to achieve? Any your top 3 challenges you could share? Are you presently evaluating vendors? How does your buying cycle looks like? Should we schedule another call with the other stakeholders?

Die Schmerzpunkte und Zielzust?nde sind die Basis für das moderne Lead Management. Ich empfehle die Schmerzpunkte und Zielzust?nde sehr detailliert und ausführlich zu sammel. Je mehr Informationen gesammelt werden, dest einfacher ist es relevate Content-Bausteine, Ansprach udn Prozesse zu entwickeln.

Tactical empathy is the key. Assuming you have already found your decision maker or gatekeeper, you should strive for perfect knowledge on two things: your product and your clients routine. Put yourself in their shoes: "Oh, you must feel like the x amount of hours a week you spend doing y feel like a real waste of time" Although the phrase looks simple enough, I have seen a lot of struggle in my team to pin point a specific function to address a specific pain point, besides the obvious of course. Master your product, then become your prospect: imagine a full work day (tasks, emotions, reactions, etc.). Doing something voluntarily does not feel the same as doing it after somebody asks us to or worse, demand. Be empathetic.

Mon objectif premier est de cibler les points de douleur spécifiques de mon prospect. En plongeant profondément dans ses enjeux, je m'efforce de comprendre les obstacles qui entravent son efficacité. L'analyse des points de douleur que j'entreprends est étroitement liée au Retour sur Investissement (ROI). Je m'engage à démontrer comment mes solutions peuvent non seulement résoudre les défis immédiats, mais aussi générer des rendements mesurables. Lorsqu'on considère l'inaction, la question clé devient : que se passe-t-il si mon prospect ne prend aucune mesure face à ces défis persistants ? L'absence d'une solution proactive pourrait entra?ner des conséquences co?teuses, de pertes financières à des impacts sur leur compétitivité.

So it looks like you responded to an AD (this could be a prospectus download) we put out about potentially scaling your business; tell me what made you take the time out of your day to speak to us today? Tell me what results are you getting now? What are you looking to achieve? How is that affecting you?

1. dentificar Prioridades: Pregunta sobre las prioridades actuales de la empresa o del cliente. ?Cuáles son los objetivos más importantes que están tratando de lograr en este momento? Esto te ayudará a alinear tu propuesta con sus metas prioritarias. 2. Explorar Soluciones Actuales: Descubre qué medidas están tomando actualmente para abordar esos problemas. ?Han implementado alguna solución previa? ?Cómo ha funcionado? ?Qué aspectos de esas soluciones han sido efectivos y cuáles no? 3. Identificar Obstáculos: Averigua si hay obstáculos internos o externos que podrían estar impidiendo la resolución de sus problemas. ?Hay resistencia interna? ?Existen restricciones presupuestarias u otras limitaciones que deban tenerse en cuenta?

Accept a "no". In many cases, your persona can be the perfect fit but their level of interest will not allow you to overcome the barriers even if you handle all of their objections. Choose your battles wisely, and disqualify prospects as you see fit. The best thing you can do when you're dealing with lack of interest is listen to their concerns and objections and make sure you address them to share value and not to close a deal. At least that, can leave a door open for the future.

Assuma que seu cliente de nada sabe. Muitas vezes o óbvio pra gente n?o é o óbvio para o cliente. Saber explicar sem parecer que está ensinando, mas sim construindo uma informa??o real a ponto de criar o interesse e o desejo de se adequar ao seu produto pode ser uma virada de chave. Ninguém gosta de espert?es, deixe seu parceiro em potencial achar que está tendo a ideia e o interesse por conta própria.

"How have you tried to solve this in the past?" Great question that can uncover competitors being evaluated, failed previous implementations, if Exec DMs see it as a priority for investment, urgency, and the power level of your contact.

After understanding their pain points and how are they currently addressing it, ask directly how do they fit your solution into their processes. Sometimes the client has an idea of a product you don’t have or the use case is not your core business (aka. Using your added value features as the main solution). Also ask if there’s a specific project in which this solution is a fit and if there’s budget appointed to it Assessing the fit of your product and their purchase power is key to determine whether the project is real or not, and a timeline.

Gauge how well your solution aligns with their needs. Ask questions to assess their level of interest and how your product or service can address their specific requirements, such as "What features are you looking for in a solution like ours?" and "How do you envision our product/service helping you achieve your goals?

For me it is a pleasure to interact with my clients every day, and I share something that must happen to most of us, and that is the fact that in order to provide our best service what we must do is listen and not be in a hurry to close, Many times our clients only require real attention, knowing how to listen will allow us to identify what they are really looking for and surprisingly in some cases it is not even about the products or services we offer.

Qualify leads like a pro: 1- Decision & Roles Who decides? Who influences? Uncover the buying committee. Map their process: How do they choose a solution like yours? 2- Pain & Goals What keeps them up at night? Dig deep into their challenges. Where do they see themselves? Understand their desired outcomes. 3- Interest, Fit & Time Gauge their awareness: How familiar are they with your game? Know their landscape: What else have they tried (and why)? Rate their interest: 1 (meh) to 10 (let's do this!). Budget & timeline: Can they afford it? When will they decide? Bonus: Past challenges: Learn from their history, tailor your approach. Concerns & doubts: Address them head-on, build trust early. Adapt: Every buyer persona is unique.

Independiente del tipo de pregunta (que se pueden encontrar en la web) comparto dos puntos que son aún más cruciales: Momento y Cantidad. Nuestros amigos de GONG demostraron que el éxito de sus TopPerformers radica de manera importante en hacer preguntas de seguimiento durante el transcurso de toda la llamada (Momento) y no solo al inicio. Esto facilita una llamada de cualificación más genuina, con respuestas más honestas y menos forzadas. En cuanto a la Cantidad, la cantidad optima de preguntas que se hacen en una sesión de descubrimiento fue de 11 a 14. Esa cantidad de preguntas obtuvo la tasa de éxito más alta en su investigación con un 74%. (Hacer más o menos preguntas reducía la tasa de éxito) Espero te sirvan estos datos. Saludos

Some of my favorite conversations cold, warm, or hot calls come from just being a human. I know we have quotas to hit, but when I get to talk to someone knew and just connect, learn from them on their industry and role, and ensure there is a real problem we can solve, *most* conversations provide more motivation for the next call... even when no meeting is booked. It is a marathon not a sprint in helping people when prospecting!

En un mundo ideal, es importante contar con herramientas digitales que permitan evaluar la calidad de los leads que se consiguen con estrategias de marketing, primero pasar por el embudo de marketing atraer clientes, nutrirlos y conocerlos mejor, luego pasarlos al embudo de ventas o CRM quienes tendran la responsabilidad de hacer seguimiento y control de los leads de esta tarea depende que se consigan los objetivos de ventas.