Not all leads are the same – some shine brighter, like gold dust. Those leads are so important that they can elevate your success to new heights. But a question remains: How to filter them through the funnel of potential prospects to find these valuable leads?
Don’t worry; we developed an ultimate guide to help you find those leads. Here you will find the 7 golden rules that enabled us to separate the precious from the ordinary. They ensure that our efforts are always focused on prospects with the most significant potential for conversion.
The 7 Golden Rules
To find the gold dust, sales and marketing professionals must work together. There is a lot of noise when both teams don’t collaborate. But to find the gold dust, they need to focus on the following:
- Identify Your Ideal Customer Profile (ICP): Look at your customers. Check company size, industry, location, budget, technology, and decision-making process. Finding common things among those customers will give clues on where to find potential new customers most likely to convert.
- Develop Your Buyer Persona: Once you know where to go and the companies to target, you must find the decision-makers. Establish a benchmark for finding potential gold dust leads by defining your persona and their pain points.
- Leverage Data Analytics and Tracking Tools: Analyze customer data to find insights that distinguish gold dust leads. Look back at their interactions with each of your touchpoints before they bought. Find behavioral patterns, such as engagement levels, website interactions, social media activities, and event attendance. Use the power of data to find the common traits to distinguish good leads from gold dust leads.
- Analyze Qualitative and Quantitative Factors: A holistic approach that blends qualitative and quantitative factors is essential to identify gold dust leads. This entails assessing measurable aspects like age, gender, location, income, education, marital status, and occupation alongside qualitative elements such as pain points, challenges, buying motivation, customer feedback, referrals, testimonials, and reputation. By integrating these dimensions, you holistically understand the lead’s potential.
- Identify Behavioral Indicators and Buying Signals: Look for specific actions or behaviors showed by leads. Look for frequent engagement, repeat purchases, requesting product demos, or downloading premium content. These signals prove a strong interest and buying intent, making them valuable indicators of gold dust leads.
- Collaboration between Sales and Marketing: Effective collaboration and alignment between marketing and sales is essential. Sales teams can provide valuable insights into the characteristics and behaviors of high-value customers. In contrast, marketing teams can use this information to create targeted campaigns and messaging that resonate with potential gold dust leads.
- Continuous Evaluation and Optimization: Finding gold dust is an ongoing process. It requires constant evaluation and optimization of lead identification criteria based on feedback, results, and changing market dynamics. Regularly review and refine your ICP, data analysis techniques, and lead identification strategies to ensure you stay aligned with evolving customer needs and market trends.
Once you have all the steps to target your audience, you need an effective collection and organization process. This step lays the foundation for successful lead management and nurturing. Sales and marketing teams must employ various techniques to ensure a comprehensive and well-structured database.
The Bonus Rule
A CRM (Customer Relationship Management) software can play a pivotal role in collecting and organizing lead data. They ensure your leads are correctly managed and nurtured throughout the sales process. But, although they are great tools for lead management, they can only do some of the work.
CRM systems are great data orchestrators but need help to validate and verify the leads that come through. A CRM system will store all the data collected from different campaigns without filtering. You can collect the same lead from 5 different channels, and your CRM system won’t be able to alert you about a duplicate. Or someone can add a dud contact detail, and the system won’t be able to block the data entry. You will waste time manually fixing these issues. That’s where the LeadScale Engine enters.
The LeadScale Engine
LeadScale Engine gives advertisers the superpower of data validation and verification at a demonstrable 99.9% accuracy level. This prevents suppliers from accidentally or intentionally providing you with dud data that is not actionable, wasting time and money.
The Engine acts as the gateway to your CRM by processing data you receive from your different demand and lead generation campaigns across all channels.
Send us a message, and we will be happy to book a demo and reply to any remaining doubts you still might have.
If you’re interested in reading more about how to find gold dust leads, be sure to read the complete version of our white paper “Finding Gold Dust: Best Practices for Identifying and Converting Rare Leads.” Download your copy here.