When you define lead stages, you can track them from the moment they enter your funnel to when they move to the opportunity stage — basically, end-to-end through various stages.
Lead Stages — Not all the leads you acquire will purchase
The internet is filled with ads, on social media, on search engines, and even websites. You must have seen this yourself many times.
You won’t click on all these ads, but when one incites your interest, you’re likely to do so. Once you do, you’ll be typically taken to a landing page or an article by the company.
While you may not be ready to purchase the advertised product immediately, you’ll likely enter your email address in exchange for a newsletter or some valuable content, like a free eBook or a checklist.
You have now become a lead for the company. In the upcoming days or weeks, you’ll receive different kinds of content through email communication. Over time, you are likely to be asked for a meeting or a call.
Based on your engagement with the company, you are now at a particular stage in their sales funnel. This is known as the lead stage.
Similarly, you can define lead stages in the sales funnel for your company. This will help you plan your sales process and understand what steps you need to take to convert your leads into paying customers.
Defining your lead stages — the process
Before you start creating the lead stages for your business, understand how your sales process works. What kinds of customers do you serve? Direct consumers (B2C), or other businesses (B2B)?
Here are five lead stages involved in the buyer’s journey that both B2C and B2B businesses often use: The Subscriber Stage The Lead/Nurturing Stage The Marketing Qualified Lead (MQL) Stage The Sales Qualified Lead (SQL) Stage The Opportunity Stage
Besides, there could also be some custom ones, apart from default stages that companies can use as per their specific needs.
The Subscriber Stage
So, let’s say a user clicks on your ad and gets directed to your website. That user browses through what you have to offer, but they don’t take any immediate action to show that they are interested in your product or service.
This is the first lead stage and is consistent for every sales process. This is when your target audience gets introduced as a “new lead” to your business by your marketing efforts from social media channels like LinkedIn, Facebook, Instagram, or even Google Ads.
(You can also call this stage the “lead generation” stage.)
However, they may enter their email address for a newsletter subscription (either through a smartly deployed exit-intent pop-up or a non-intrusive call-to-action).
At this stage, you only have their email address and no other information. The user is now a subscriber or said to be in the subscription lead stage. They are not yet a qualified lead whom you can call up for prospecting.
The Lead Stage/Nurturing Stage
Let’s face it: there are chances that your subscribers will initially ignore many of the emails you send, mostly because she doesn’t know you well. Eventually, however, that changes. The open and click rates may improve, and they may start interacting with your emails and visit your website more often.
As you start engaging with yourContinue reading