To generate B2B leads effectively, you need to be familiar with the different types of leads and where to find them. But first, let's go back to the concept of a prospect in B2B marketing.
1- What is a B2B prospect?
Before we get into the details, let's start with the basics. In B2B, a prospect is a person or organization interested in what you are selling, as part of a business-to-business interaction. A prospect can express interest in different ways. Typically, it does this by engaging in some facet of your business . If he shares his contact information with you, it shows that he is at least somewhat interested in your business. However, keep in mind that only 25% of leads are legitimate , at least according to some statistics
not all tracks . There are different ways to measure the level of commitment a person or company has to your company. Knowing the differences and knowing how to classify them can allow you to adjust your sales approach, and by extension your conversion rate.
A lead can fit into multiple categories, so it helps to understand the different types of leads.
2- Hot prospects and cold prospects
This is one of the most important distinctions to make when it comes to qualifying leads . A cold lead is a prospect who doesn't know they will be contacted by you . This is the case, for example, of a call that comes out of nowhere and aims to sell a product or service. A warm lead, on the other hand, is someone who has already expressed interest in your business . They will also have taken steps to engage with you, such as subscribing to your email list.
3- Information Qualified Leads – Information Qualified Lead (IQL)
IQLs are essentially people who know very little about your business . They are unlikely to take action. They appear towards the top of the sales funnel.
4- Marketing Qualified Leads – Marketing Qualified Lead (MQL)
marketing qualified leads . MQLs take extra steps to engage with your business, such as signing up for a free course or downloading a PDF. Concretely, a prospect whose interest in your offer tells you that he can potentially become a customer .
5- SRL prospects – Sales Ready/Accepted Leads
An SRL is a prospect who is ready for sale. It's near the bottom of the sales funnel . They may have asked to speak to a sales representative from your company and be willing to talk about doing business with you.
6- Qualified leads – Sales Qualified Leads (SQL)
A qualified lead is someone who has left the MQL stage and is ready to make a decision . She's probably had a conversation with a salesperson, and there's sales potential . A sales qualified lead
7- MSR leads – Member Service Request Leads
An MSR lead is a lead-consumer generated when a new member registers at your service. It gives you the opportunity to immediately engage in dialogue with him.
8- Incoming prospects
An inbound lead is someone who contacts you, either directly or through one of your referral channels . For example, someone may read about your company on LinkedIn and decide to contact you.
9- Outgoing prospects
Outbound leads are those you develop by contacting them. This is generally cold leads who have not opted for marketing communication with you, making them harder to reach.
