Lead generation tips for small businesses

How to figure out who is (and is not) ready to buy

Do you know who’s ready to buy, and who’s not ready in your small business?

Not all leads are going to convert into sales.

Hubspot reports that 63% of people inquiring information on your business are not ready to purchase today and may take up to 12 months to buy.

So how do differentiate between an inquiry and a lead in your company?

With smooth processes, initial inquiry with proper nurturing will lead through the sales funnel until it becomes a qualified lead.

People providing you with their email address just to get some information are not necessarily warm leads. In fact, many people use false email addresses just to get your free resources.

Such people looking for information are weak leads, if they’re leads at all (you can’t follow up with someone who provides a fake email address). They are just making an inquiry on how to solve their problems.

So how do you know a lead from an inquiry?

Those prospects with the following characteristics are to be considered a warm lead.


People with specific problems are willing to spend to solve their problems. The more the problem impacts them, they more they’re willing to spend and the quicker they’re willing to move.


Knowing the milestone the prospects wishes to achieve helps you know how to help them.


To qualify a prospect into a lead is first determine their challenges and know if you are able to solve their problems.


Find out what their current plans are and if they are in line with their goals and objectives.

Reach out to inquiries to find out their readiness before sending them on to sales as qualified leads.

Lean more here about generating leads (and some inquiries) online…

Download the eBook: The 7 Fundamentals of Being Found Online


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