Most of your B2C or B2B customers will come to your site as part of a well-developed inbound marketing strategy and will go through this stage before becoming buyers.
But what exactly is the definition of a marketing qualified lead , and how uae phone number list does it differ from a sales qualified lead (SQL) ? Learn the pros and cons of this concept, as well as our top tips for generating MQLs and then converting them to SQL.
Let's get started!
Let's start with the definition of Marketing Qualified Lead (MQL)
A marketing qualified lead (or MQL) is a visitor who has shown an interest in your product, service or brand by leaving their details for:
receive a newsletter,
put products in their e-commerce cart,
download a white paper, etc.
These interactions can give you leads on the topics that interest this pre-qualified lead who is at the top of the conversion funnel. But at this stage, you still don't know if he or she fits your target and can therefore become a customer.
This is where the interest in identifying an MQL lead lies : knowing them by observing how they interact with the marketing actions (sending content, invitations to webinars, etc.) that they seem to want to receive. This allows you to determine:
if it doesn't fit your target and will never become a customer, and therefore you need to concentrate your efforts where they will be most productive : Forget it!
if it matches your audience, then it would be a good idea to nurture this MQL lead with information and content through lead nurturing actions , to accompany it along the conversion tunnel, and then pass the baton to the sales team when the purchase intent is identified.
To identify the most priority leads to exploit, it is common to use lead scoring . The idea is to assign (or subtract) points for each action taken. For example, +5 points if the MQL downloads a white paper, +2 points for each email opened, -4 points after 30 days of inactivity, etc. The more points an MQL accumulates, the more likely it is to convert into a customer.Webmechanics Automation logo
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What is the difference between an MQL and an SQL?
A Sales Qualified Lead (or SQL) is a lead that has been qualified by the sales team and has a high probability of becoming a customer. This is also known as a prospect .
An SQL lead is further down the conversion funnel and is seriously considering your offer, because they are determined to buy, they just don’t know where yet (from you, or your competitors).
It could be: