What is a Quality Lead? 6 Ways to Boost Lead Quality

At the time, marketing efforts were centred on lead velocity—creating as many more sales leads as possible, followed by their conversion.

However, in today’s world of marketing communication, where the promotion mix is constantly changing, it’s not only about the quantity.

But sometimes even less is more, meaning that words may strain the phrase’s meaning to the point of redundancy. This does not warrant bringing thousands of visitors to a site only to know that few will convert into customers.

This means it is wiser to generate qualified, interested leads even before a call to action can be given rather than just getting as many leads as possible. If you get it right the first time with these customers and target only those you are sure are potential customers; then you have a high chance of converting the leads to customers.

You might wonder what a quality lead entails and how it can be obtained. Why are they called so? Shockingly, you can be on the right track regarding marketing to attract suitable leads for your business without much effort and cost.

This article contains tips on how to get quality leads and expand your business. Those of you who are interested in implementing ways to enhance lead quality should continue reading.

What is a Quality Lead?

This definition can be seen in many opinion sources, such as a lead being a customer that has not yet been sold. Another reality that any salesperson will understand is that leads are a crucial element of any enterprise. The failure to get leads means you do not stand any shot at getting a sale.

It’s important to distinguish between the two different lead types. Thus, they distinguished between Inbound and outbound.

While inbound leads approach you by visiting your website, ‘liking’ your Facebook page, or considering the benefits of search engine optimization, outbound leads are usually generated through cold calling and direct mail, including selling techniques.

Lead Qualification Process

Here is a high-quality lead: that is a perfect client you can get from all the lead marketing processes you make, and it is likely to be transformed.

In most cases, high-quality leads are more relevant and have an excellent product affinity, implying that they are likely to order more than once and, hence, are more likely to be loyal.

In other words, higher-quality leads are more likely to buy from you, and you are less likely to waste time selling to them.

It is worth mentioning, however, that marketing and sales leads are divided into two categories:

  • Marketing Qualified Leads (MQLs) are prospects that have responded positively or shown interest in the company’s marketing initiatives. These people have bought your products in the past but not necessarily from your company and are in the middle of making up their minds about your company.
  • Sales Qualified Leads (SQLs) also involve customers who have had some prior interaction with the business. These people have gone to the action level, visited the website, downloaded their catalogues, ordered a product, or even placed items in the cart.

But let’s face it: the fact is that in the best estimations of lead generation research, only between 20% and 30% of your leads will ever be ready for sale.

Thus, why not sell to individuals who already understand the fundamentals of your brand and products or services?

However, the best method of identifying quality leads is through quotas that assess the leads against specified values, such as customer behaviour, budget, authority, need for the product, and even the categories of the leads regarding the consumers.

What is a Lead Scoring System?

Assess each lead to determine the order according to the characteristics of the possible buyer, interaction, and overall tendencies.

There are many ways to ‘score’ leads, including the quantity and quality of data they have opted to share with you and their specific behaviour on your website and across the WWW about your brand.

This scoring system mostly helps the sales and marketing teams determine how to value leads effectively and ensure the probability of transforming them into customers increases.

When you adopt the lead scoring models, you assess whether you can generate the right leads for your business.

Through the system mentioned above, you can more easily analyze the cost of acquiring the leads and their value, given their compatibility with the product or service offering.

There are many established lead scoring models worldwide; most apply a range of scores from zero to one hundred. However, what is important to remember is that the model should support certain attributes of a company’s basic client database.

Here are five different ways to evaluate leads based on the type of information you can collect from those interacting with your business:

  • Demographic Data
  • Business Info
  • User Behavior Analysis
  • Website, Email, and Social Media Content & Management
  • Detecting Spam Contacts

Why is Lead Quality Important?

In cases where you seek to get more leads or only wish to ensure that your leads are of the best quality, it is important to take time and understand the value of lead quality.

Business owners are aware of why they need your product and service. Even if they are not buying now, high-quality leads will buy in the future. They understand the worth of your product/ service and are more often in a position to purchase it.

On the other hand, buying low-quality leads is often equivalent to buying individuals who have no clue about the importance of your product. Not only do they not have clear consumer motivations to convince them to purchase your offer, but most of the time, they do not even know why they would want it.

When you fail to consider the quality of leads you are getting, you spend a lot of time trying to convince those poor-quality leads that seem to exist out there with little hope of converting. The simple truth is that you will win more if your business acquires better leads.

Here are some more reasons why you need to focus on generating top-notch leads:

  • One benefit of improving the quality of leads is that they can turn into happy customers and create word of mouth.
  • Thus, when one focuses strictly on the quality of leads, the number is reduced, meaning that one can spend less time sifting through poor-quality leads.
  • This means that when you enhance the quality of the leads provided to your team, your team’s productivity and revenue will increase.
  • Quality leads are always seen to have low click-through rates for reasons such as high-quality leads.

How to Generate More Quality Leads?

In many cases, it’s very easy to become obsessed with the numbers and assume that one’s KPIs will be achieved regarding lead generation.

Though, and let me admit it, you can so easily become obsessed with how many leads you are coming up with, and you start coming up with leads that you never even need so that you have something to show for in terms of success in your campaigns.

However, is it more what they are saying? You probably have already figured out the answer!

The quality of the leads you generate is the factor that impacts the eras of your business the most.

You can have more leads and thus more potential customers to market your products, but this is not advisable if they are not quality leads.

It would be best to recall that the number of your leads is insufficient for business efficiency.

Everyone knows customers value quality, and you will not believe how it will impact your marketing program.

As for this case, you might be wondering what strategies should be employed to enhance the quantity and quality of the leads on your behalf and improve your chances of success as follows.

1. Map Your Target Audience

Map Your Target Audience

First, you must identify your target market: the people you intend to sell your products or services to.

Understanding your ‘perfect’ customer will help you generate a good-quality lead, ‘knock, knock, ready to roll,’ and make a purchase.

The first step in defining the ideal customer is psychological positioning. This involves categorizing customers based on psychological variables related to their personality, status, interests, activities, lifestyle, and consumption patterns.

In conjunction with demographic, behavioral, and geographic targeting, it enables you to identify which buyer personas will be most efficient, meaning which ones will give you an increased ROI.

Since you have to make assumptions with the personas and such plays the role of a model in your strategies, you get to test hypotheses and refine your lead generation approach.

2. Plan for Each Stage of the Buyer’s Journey

However, the buyer’s journey is extensively discussed, and the entire process may contain many distinctive phases.

Consequently, you must devise a strategy for each stage of the purchasing process and ensure that you follow the right strategy to sell to each lead.

The buyers do not wake from sleep one day and buy something out of impulse. They search for a variety, then study the product’s characteristics, consider the advantages and limitations, and buy.

You need to create a strategy that outlines the overall stages of your buyers’ journey and how you will develop a relationship with them. You must know that customer loyalty is not a day-to-day story but a continuous process.

Segment customers differently, apply different communications to every stage and buyer persona, and observe each segment as they move through the conversion funnel.

3. Analyze Your Competition

To that end, following your competition makes much sense, as knowing their strengths and weaknesses is informative on your bidding.

Good companies are well aware of their main rivals. In the worst-case scenario, you need to monitor your competitors constantly, review user feedback, and see what problems your competitors have failed to solve, but you can.

For instance, if you notice that they offer the same kind of product that you offer but do not have a proper customer service system, this will tell you where to concentrate more to gain more customer loyalty.

In your targeting, one of the buyer’s characteristics that you need to target is the unsatisfied buyers with your competitors.

One effective strategy is to have a keen eye on your competitors and target to take their clients to the areas they are not reaching.

4. Nurture Leads with Targeted Content

Another advantage of tailoring content to a specific audience is that it is excellent for lead generation and promoting organic traffic on the website.

It is always appreciated when someone is out there way ahead of time, offering you an answer to a question you have not asked yet.

Once you have completed the research on your target market identity profile, you should be able to pinpoint which segments of your product or service cause them to have extensive doubts.

Please do not wait for a response to the list of questions above or other issues by aiming these factual answers at them.

On the lead page or in a specially designated section, such as ‘Frequently Asked Questions.’

Furthermore, you can pass your prospects deeper into the funnel and later remarket to them by sending them follow-up messages.

Depending on how much knowledge you have about your potential leads and the strategies you apply when designing your content, it will be easier for them to locate you and eventually decide to buy your products.

A dedicated team and the right lead-generation automation tools can help you establish a constant flow of good leads and increase your performance.

However, ensure that your content speaks to carry benefits by answering questions and giving advice and details on how your solution will satisfy their requirements.

5. Run PPC Ads with Captivating CTA

Another method for obtaining many quality leads is pay-per-click or PPC Ads if they are effectively deployed.

Unlike other online businesses that require you to wait for traffic and Search Engine Optimization, the traffic will be instant using this online adverts system.

However, you can just run this advertising campaign and have the search engine charge you proportional to every customer who clicks on your link. Then, you can determine which audience has the highest conversion rate and proceed to change your campaigns.

Now that you have redirected users to your website through PPC ads, the next step is to make them engage with your site.

You probably already understand that not every customer visiting the site will ultimately make a purchase. Some come to peruse your site seeking information that they can otherwise obtain without paying.

And now, here you might take an opportunity to leverage a great Call To Action that would turn these into quality leads, not to mention genuine buyers.

The most effective CTA examples show how leading companies use such CTAs.

It would be useful to interrupt the repetition of the page, for example, when revealing an appeal to action.

This is true because the CTA’s pleasant and friendly text colour, unlike the page and button, makes it highly visible.

Thus, to determine whether the PPC ads and the CTA are working, it’s recommended that you carry out an A/B split test on your sales page to see which techniques yield a better and more user-friendly result.

6. Focus on Growing Your Email List

Unfortunately for websites, Google is always modifying its algorithm to work more efficiently, which is a disadvantage for organic coverage. Don’t expect your email list to shift soon, no matter the upheaval of Google’s algorithm.

Thus, Your email list is your unique marketing tool to effectively promote your best offer and build closer connections with your prospects.

After the lead has been transmuted to an email subscriber, it can readily contact the lead email or search for social media accounts like Facebook or Twitter.

Email marketing is one of the most efficient digital marketing campaigns. It can convert visitors into customers and encourage them to subscribe to the brand.

Concentrate on your list of subscribers. Visit the website and encourage them to sign up, using list-building tools to build a large pool of qualified subscribers.

Imagine that as soon as a person joins your newsletter, he will receive your emails, and no matter which email he reads, he will eventually see the offers and services you’re providing.

Email is the best way to establish a close relationship with your prospects and make them loyal to your business.

Generate More Quality Leads with OptinAble

OptinAble is specifically designed to create customer-friendly email pop-ups with lead-capture forms that generate quality leads.

With this superb lead generation toolkit, you can create a beautiful popup in less than 5 minutes and constantly collect subscribers’ emails to expand your list.

In this case, having a great CTA, which is persuasive enough to obtain the leads’ attention, offers them a coupon in return for the email address.

Whether you operate an online B2B platform, small business, e-commerce site, or blog that requires a cookie consent popup, Optinanle can offer you the lead generation templates of your choice.


With Optinable, you can choose from different solutions to reach quality leads:

  • Email signup forms
  • Webinar signup popups
  • Product demo requests
  • Coupon popups and more

With this no-code popup builder, you’ll have access to a variety of ready-made templates, dozens of design options, and multiple types of popups, including: