How can I turn visitors to my website into qualified leads?

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A lead is attributed a casual interest in your company, which you can respond to with a wide range of offers.

Free whitepaper for you:


Lifecycle 2 – Middle of the Funnel
Marketing Qualified Lead (MQL)
Once a lead signals greater interest - more views, more job seekers database visits - they can be classified as an MQL. This is especially the case if the leads have shown interest in the content or specific offers that demonstrate a willingness to buy, such as free demos or buying guides.

In addition to this interest, the second decisive criterion is the so-called fit.
This means:


Using these criteria, which each company must define for itself, you can filter out real potential from interested parties.



Sales Qualified Lead (SQL)
If marketing can be sure that the MQL is a fit and shows a concrete interest in buying, it is time to pass it on to the sales team. If sales also classifies this fit as suitable for a sales follow-up or personal contact, it is an SQL.

Here it is particularly important that marketing and sales go hand in hand: with optimized marketing and sales alignment.

Read more: Marketing and Sales Alignment: How to Optimize Lead Handover



Lifecycle 3 – Bottom of the Funnel
Opportunity
An opportunity can be translated as a chance and describes the stage at which a sales opportunity arises for the respective lead. This may have emerged through possible email contacts, sales talks or demos.