Leads are one of the gutter industry’s most significant new business generators. Sealing the deal from a lead requires you to grasp the many types and learning how to manage them effectively. Most business owners must learn that there are several types of leads, something we will remedy today.
Several different types of leads apply to the gutter business. Prospective clients get identified through various means, such as Information Qualified Leads, Marketing Qualified Leads, Product Qualified Leads, Sales Qualified Leads, and Sales Ready/Accepted Leads.
Identifying if it is a product lead like a gutter heating system or a gutter cleaning service is one side of the coin; the other is knowing how to turn it into a sale. Many sales opportunities fail because they don’t identify the lead correctly. We’ll look at the five different leads and how to turn them into dollars.
5 Types of Gutter Leads and How To Handle Them
Good quality leads will turn visitors into customers, and you must familiarize yourself with the various types to get the best possible return from them. It is good business to know the many types of leads and how they can make a difference in your gutter business.
Information Qualified Leads (IQLs)
Information Qualified Leads (IQLs) are customers who are still interested in your products after browsing. These leads are run-of-the-mill and give us a little hint about the customers; they might not be ready to dive headfirst into buying just yet.
IQLs occur when a potential customer visits your website, calls, and sees your gutter cleaning service, rainwater diverting system, and other products advertised and leaves some information to show interest. You must react to these leads quickly if you want to benefit from them.
Here are some tips to help you get the best results from an IQL:
- Find out what caught the potential customers’ interest and what other information they require.
- Inform your potential customers of new offers in your gutter business by sending them newsletters or emails with fresh info and attention-grabbing deals.
Offer potential customers solutions to that missing puzzle piece to draw them to your product and service. IQLs have great potential if you follow the right strategy and handle them speedily.
Marketing Qualified Leads (MQLs)
Now that you know an “IQL,” you can focus on the next one, a Marketing Qualified Lead (MQL). An MQL is a potential customer who actively searches for or considers your business as a solution.
Here are some identifiers that indicate an MQL:
- When the potential customer looks into your products like gutter guards, downspout extension, etc.
- They view a video about, for instance, your gutter cleaning service plans or decorative gutter options.
- They attend demonstrations or trade shows.
MQLs are easy to convert into prospects because they are already interested in your gutters and other products. However, it would be best to avoid letting the MQL qualifying process go cold. To keep the potential customer engaged, you must finish the qualifying process by phone or email.
An MQL is not a done deal, and you must be persistent and follow up with the customer to ensure you get all the potential sales.
Databox supports this saying that, “After the MQL is generated, most companies keep on nurturing the lead with marketing, while 36.96% pass them to sales immediately.”
Sales Qualified Leads (SQLs)
Serious leads that need your undivided attention are Sales Qualified Leads (SQLs). These are potential customers who express active interest in your services or products. Service or sales staff must follow up with these customers to ensure results.
Here are a few directions you can take once you have identified an SQL:
- Instruct your service or sales department to call the customer ASAP.
- Set up a meeting to give the customer all the necessary information.
- Be enthusiastic towards your customers and show eagerness to work with them.
- Prepare before calling to get all possible questions ready for the customers.
Sales Ready/Accepted Leads (SRLs)
Sales Ready/Accepted Leads (SRLs) are from customers considering using your gutter products and services. Whether you will turn them into prospects depends on several factors, such as pricing, readiness, policies, etc.
Although the customer may seem fully invested in your business, you must not oversell or neglect their interest. SRLs are money in the bank if you take the proper steps and qualify the customer. These leads are an excellent opportunity to get to know your customer’s needs.
To assist you with an SRL, it is a good idea to follow the BANT strategy, and here is how it works:
- Budget — Identify if the customer will spend money.
- Authority — Identify if the customer is the decision maker.
- Needs — Identify the customer’s obstacles and needs.
- Timing — Confirm the time frame in which the customer wants their solution.
KISSmetrics states that, “Approximately 96% of visitors that come to your website are not ready to buy, but they may be willing to provide contact information in exchange for valuable content.”
So, although SRLs are ripe for business and, with little effort, ensure a sale, they still require finesse if you want them to follow through.
Product Qualified Leads (PQLs)
If your gutter business offers freemium products or services that customers can use to understand their value, many of your leads may be Product Qualified Leads (PQLs). Leads stand a better chance of turning into prospects if a customer already has some idea of the product’s quality and value.
Generally, PQLs need a little push to get them to commit fully. You have a greater chance of securing a sale if you provide the customer with more information about your gutter products and services. Your sales team must qualify any customers who fall in the PQLs segment using the following process:
- Determine which of your gutter products the customer already uses.
- See if the PQL has any questions the customer raised about the product.
- Try to upsell the customer to a higher tier or supplemental product.
Conclusion
In the gutter business, leads are essential; you must know the different types and how to handle them. Some leads are informational, and others are sales ready. Each one requires a different procedure to convert them into a sale.