No matter how persuasive you are, some B2B leads will never make a purchase. They'll continue to reject your offer, thereby consuming your time and resources. While you can't convince all leads to make a purchase, you can filter these subpar leads from your list. Doing so will leave you a cleaner and more concise list of leads who are more likely to make a purchase. So, how do you filter low-quality leads exactly?
Leads With Invalid Information
If a lead has invalid information, you should remove it from your list. Different B2B companies collect different types of information from their respective leads. Regardless of what type of information your B2B company collects from its leads, you should check it to ensure it's valid. If you collect phone numbers, for instance, you'll need to make sure they all contain 10 digits. If a lead's phone number contains a different number of digits, the information is invalid. Therefore, it's a good idea to remove the lead from your list.
Consider Job Titles
Another way to filter low-quality leads who will never make a purchase is to look at job titles. B2B leads often hold a high-level position at the business for which they work. Businesses, of course, regularly change their leadership position. Even if John Doe was originally a Chief Executive Officer (CEO), the business for which he worked may have appointed to a different CEO since then. If a lead no longer holds a high-level position such as this, you may want to remove him or her from your list.
If a lead is unresponsive, it's unlikely he or she will make a purchase. While some leads will explicitly reject your sales offer, others will simply ignore your messages. They won't return your calls, nor will they respond to your emails. Instead, unresponsive leads will give you the metaphorical cold shoulder. If you've exhausted all your efforts to reach a lead but still haven't got a response, it's probably time to remove that lead from your list.
If a lead doesn't have purchasing authority, it's safe to assume that he or she will never make a purchase. B2B buyers need the authority to make purchases on behalf of the business for which they work. You can spend countless hours calling and emailing other leads, but without purchasing authority, you won't generate any new sales.