Every day I receive LinkedIn messages offering me qualified leads.
Occasionally, I'll ask them about the leads they promise.
Some consider a lead a LinkedIn profile view.
Hmmm.
Doesn't sound qualified to me.
Some consider a new LinkedIn connection is a lead.
Hmmm.
Doesn't sound qualified to me.
What exactly is a qualified lead?
Here's a high-level summary of leads.
Cold leads are people who haven't expressed any interest in what you're selling.
Inviting strangers to connect on LinkedIn are very cold leads.
A new LinkedIn connection would be a cold lead unless you know each other, and they are aware of how you can help them.
Warm leads are people who have expressed interest in your product or service, but they may not be ready to buy.
When someone attends your webinar or downloads your eBook, they could be considered a warm lead because they've opted in to learn more about a specific topic.
When I worked in the corporate world, we had an endless debate about marketing qualified leads vs. sales qualified leads.
Marketing qualified leads are people who have shown some level of interest in what you're selling, but they may not be ready to buy yet.
These are your warm leads because they've done research on your company and your solution, but they need to learn more before they are ready to buy.
Sales qualified leads are people who have been identified as being interested in buying a product or service. They may have contacted your company directly, or a third-party may have provided their information to you.
These are warmer leads because they signed up for a demo of your product or they've had a phone call with a sales rep.
Once you overcome their objections, they'll be ready to buy.
On Tuesday December 6th at 10 AM Pacific/1 PM Eastern, I'm hosting a brand new masterclass, Why You Don't Need More Leads on LinkedIn.
Here's a sneak peek of what you'll experience in this FREE 90-minute hands-on masterclass:
The mindset shift you need to make right now to stop marketing like it's 2019
Tips to make your LinkedIn profile binge-worthy
The PUSH-PULL EFFECT: Repel PITA (pain in the ass) clients while attracting like-minded clients you love to work with
Why LinkedIn Likes and Comments suddenly don’t matter
Stop chasing clients: Create your own referral network and build lasting relationships
Share highly-engaging content that makes you unforgettable
LinkedIn messages your connections can’t wait to receive
>>> Register here
