As a seller in a BtoB market, your primary goal is to generate leads for your products. However, not all leads make for great prospects and are a good match for your business. What you need are qualified leads and the process of getting those isn’t always easy.
What exactly is a qualified lead?
Qualified leads come from serious buyers that are more likely to become a final customer than other leads. They have a real intent to buy the product they are looking for, they have the necessary budget to do so and they are willing to spend time searching for this product.
So how do we get qualified leads?
As said above, this isn’t an easy mission, but we made it our job to bring in the helping hand for suppliers like you. We make sure that our buyers are not just browsing, but that they are serious buyers sourcing for quality products to realize real projects.
The buyers’ journey on our marketplaces works as a funnel and a lead from VirtualExpo is the result of a thorough process of qualification. Prospects must:
The buyers who complete this process are motivated by a solid intention to buy.
My leads don’t seem to be that qualified – Now what?
You too can help us improve your leads with these quick wins.
Fill in your information
Most importantly, make sure that you have filled in your up-to-date sales zone in your Professional Account. This means you’ll only receive requests from buyers within your geographic area. If you haven’t created your Professional Account yet, click here – it will only take a minute and will allow you to handle all your leads and have a saved history of all of your conversations and actions with buyers. You can read more about your sales zone here.
Stick to the essentials
Keep your account up-to-date with only the brands you sell. Once you’ve added them to your backoffice, do not forget to deactivate the series of products you do not sell. Stumbled upon a catalogue for a product that is no longer commercialized? Let your Account Manager know. More information on adding brands and products is available here.
Encourage your brands to add their price documents
Brands on our marketplaces can make their price options available. This can help potential buyers make a realistic selection of products that actually fit their budget. Don’t hesitate to contact your brands and encourage them to add their price documents to our marketplace.
