What is a Marketing Qualified Lead and what do they do?

Marketing Qualified Leads have shown interest in buying. They’re open to the idea of a sale and have taken an initial step to engage with your business, without buying. While marketing efforts can bring leads in, the lead’s behavior is what prompts marketers to consider them an MQL. They make some sort of active contact action to peruse what you have to offer.

Examples of Marketing Qualified Lead actions:

  • Downloading trial software or free ebook
  • Using software demos
  • Filling out online forms
  • Submitting an email address for a newsletter or mailing list
  • Favoriting items or adding items to a wishlist
  • Adding items to the shopping cart
  • Repeating site visits or spending a lot of time on your site
  • Clicking on an ad to find your site
  • Contacting you to request more information

These represent some of the most common actions, but this is not meant to be a comprehensive list. The best way to figure out what is and isn’t a qualified lead for your business depends on a whole lot of other information like lead scoring, analytics, product delivery, and demographics. It’s a start, however, to finding sales-ready leads and weeding out those leads who are simply unlikely to ever commit to a sale.

How To Identify Marketing Qualified Leads

One of the most common ways to identify Marketing Qualified Leads is examining buyer journeys and existing customer behaviors. It’s important to develop a definition for your own business needs because not all Marketing Qualified Leads are the same, even within the same industry.

Defining your specific Marketing Qualified Lead criteria requires looking at your other leads’ and buyers’ habits. This can include investigating demographic data like business or organization, location, job title, and company size. Buyer habits are often also helpful indicators, and you may want to investigate how MQLs interact with your marketing assets. Analyze how they act compared to other leads who have successfully become customers.

Examine historical behavior: What do your customers-won and customers-lost do when they’re ready to buy? Look at how sales have gone in the past and the path they took from reaching out with interest to confirming the sale.

Get customer feedback: What feedback do you get from potential leads who back out? Are they put off by anything in particular that you could change? It’s important to get both empirical data as well as a sentiment analysis.

Look for trends: What do your successful leads have in common? Which pages, offers, and ads convert the highest quality MQLs? This can tell you what you are doing right and help focus in on exactly what is working to produce sales.

Identify competitive edge: What makes leads choose you over competitors? Understand and be candid about your place in the competitive landscape on every level, including marketing presence and tactics.

So guys these were some quick tips that will help you out and how you guys can practically practice it for your brand or profile hope you all guys love this topic and will keep on learning and practicing it let see you all on my next topic.