Businesses, after marketing their products or services, get a ton of prospects. As the leads start pouring in, a few important questions arise: On what basis will you curate that ton of prospects? How will you filter them and determine which client is best suited? Many additional questions arise.
Many organizations encounter this difficulty while seeking the perfect client or a lead that will convert. The method you use to filter clients, or the right prospects, may not be consistent and can vary from business to business and even from campaign to campaign. So, what is the standardized process that we can use to find leads for any business?
The answer is the BANT Campaign Process.
What is the BANT Campaign?
In today’s crowded market, it’s easier for businesses to reach their audience through digital marketing. But the main issue arises: how will you determine that the clients are ready to buy your offerings? Let us assume you have found a way to filter your client, but is it right away a standardized one? Is it effective? What if your competitor is using different ways and converting them to leads faster than you? To all these problems, the BANT Campaign process is the only solution. So, to generate leads through a standardized process, this campaign offers a clear, structured, and universal approach to lead qualification. This process ensures the businesses:
B – Budget
A – Authority
N – Need
T – Time
Why is it important?
In this present crowded market, it is easy for businesses to reach the audience as we have digital marketing. But the main issue arises: how will you determine that the clients are ready to buy your offerings? Let us assume you have found a way to filter your client, but is it right away a standardized one? Is it effective? What if your competitor is using different ways and converting them to leads faster than you? To all these problems, the BANT Campaign process is the only solution and proves its value. So, to gain leads with a standardized process, this approach has become crucial as it offers a clear, structured, and universal approach to lead qualification. This process ensures the businesses:
• Focus on leads who have real potential.
• Avoid wasting time on unqualified prospects.
• Align your sales and marketing efforts more effectively.
Key Role in Demand Generation Funnel
When it comes to the Demand Generation Funnel, this BANT plays an important role in converting the prospect’s interest into actions. The BANT always acts as the bridge between MQL (marketing qualified leads) and SQL (sales qualified leads). If there is no BANT approach, then it becomes difficult, as you will get poor-quality leads. This might cause risk by handing poor-quality leads to sales teams, leading to wasted resources, lower conversion rates, and ROI. This BANT strategy ensures that leads who fit your budget, authority, need, and time criteria advance down the funnel.
BANT Campaign Process: Step by Step
There are four stages involved in this BANT campaign.
1. Budget: Does the lead have the funds to purchase?
This is the first and one of the most critical steps in the BANT process. It is the first and one of the most critical steps in the BANT process. No matter how great your product or service is, if the client doesn’t have the budget to buy? Thus, before moving forward in the funnel, it becomes crucial to know that the client has the financial capacity to buy.
2. Authority: Are they a decision maker?
Suppose the person has the budget to buy, and your products or services are fabulous, but what if he is the decision maker? In many organizations, the person or prospect who shows interest in your offering may not be the one who can make the final purchase decision. That’s why it becomes vital to identify the authority-level lead.
3. Need: Do they really need it?
The word “need” may sound simple, but it conveys a powerful sense of sorrow. If you need something, you will strive to buy it as soon as possible. Qualifying leads without knowing their needs is akin to shooting in the dark. At this stage, a marketing or sales team evaluates whether they require your offering, whether it’s your product or services, and you try to solve prospects’ pain points.
4. Timeline: Is the lead ready to buy now, or later?
It is the last stage of the BANT Campaign, where the marketing or sales team will know what the timeline is to buy this product from prospects. Will they buy in 1 or 2 months, or will they extend to 6 months or more? Though it looks like the last stage, it is an important one.
Every stage in this process holds its own importance. If you miss a single stage, you will lose a lead. After qualifying leads through the BANT process, the next step involved is appointment-setting services. In this stage, the marketing or sales team will schedule a meeting with leads through email, call, or chat.
Thus, the BANT process can effectively transform clients into high-intent sales leads. As it provides a standardized, scalable, and most effective way to qualify, it leads by ensuring that your sales team can spend their precious time only on those prospects who are most likely to convert.
If you’re still struggling to find high-intent sales leads, then connect with ResoluteB2B. We offer unique strategies for demand generation using this BANT process. This strategy comprises both calling campaigns and personalized email campaigns. To learn more about this insightful article on lead generation, visit our blog, and for any queries or suggestions, mail us at info@b2bresolute.com.
