Qualifzieren von Leads

2:54

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Damit keine vielversprechenden Deals verloren gehen oder ins Stocken geraten, was vor allem dann ärgerlich ist, wenn man bereits sehr viel Zeit in sie investiert hat, achtet Samdock bereits bei der Qualifizierung deiner Interessenten darauf, dass alle wichtigen Informationen vorhanden sind.

In unserem Artikel über Leads und Deals kannst du nachlesen, was der Unterschied ist und wie die beiden zusammenspielen.

Lückenlose Qualifizierung mit der BANT-Methode

Auf deinem Deal-Board landen im besten Fall nur Deals, die auch eine reale Chance haben, gewonnen zu werden. Um so wenig Zeit und Aufwand wie möglich in aussichtslose Interessenten zu verwenden, qualifizierst du deine Interessenten bereits als Leads so weit, dass du genügend Informationen über die Aussicht auf Erfolg hast.

Dies geschieht in Samdock einfach und intuitiv über die BANT-Methode. Dies ist ein bewährter Weg, um deine Interessenten zu qualifizieren. Dabei werden vier entscheidende Informationen abgefragt, die dir klar aufzeigen, ob es sinnvoll ist, mit diesem Interessenten weiterzugehen:

Budget

Wie viel Geld steht deinem Interessenten zur Verfügung? Wenn sich das Budget des potenziellen Kunden nicht mit deinen Preisen deckt, wird ein Abschluss vermutlich schwierig.

Authority

Wer ist letztlich der Entscheidungsträger und/oder Budget-Verantwortliche? Oft ist die Kontaktperson im anderen Unternehmen nicht diejenige, die am Ende auch entscheidet.

Need

Was braucht der Kunde und welche Probleme möchte er lösen? Deckt sich das mit den Leistungen deines Unternehmens, ist das schon mal ein wichtiger Schritt.

Timeline

Nicht zu vernachlässigen: Wann möchte der Interessent eine Lösung haben, also deine Leistungen in Anspruch nehmen? Leads, die zeitnah zum Kunde werden könnten, sind natürlich meistens zu priorisieren.

In der Übersicht deiner Leads siehst du immer genau, welche Kriterien bei welchen Interessenten bereits abgehakt sind und welche Informationen noch fehlen, um ein Lead vollständig zu qualifizieren. Die BANT-Kriterien dienen vor allem als richtungsweisende Grundlage für den erfolgreichen Abschluss eines Deals. Wenn alle vier Informationen befüllt sind, wird das Lead automatisch als „qualifiziert“ eingestuft. Du kannst deine Leads aber auch zu jedem beliebigen Zeitpunkt manuell hoch- und herunterstufen – unabhängig von den erfüllten Kriterien, denn eventuell sind nicht immer alle Kriterien für dich relevant.

Außerdem siehst du in der Übersicht, ob offene Aufgaben in Zusammenhang mit einem Lead anstehen.

Sobald ein Lead für dich ausreichend qualifiziert ist, kannst du es in einen Deal umwandeln, indem du es per Drag&Drop einer Person aus deinem Team zuweist.

Mehr Informationen zum Thema Deals erhältst du unter anderem im Artikel Deals erstellen.