Are the leads you’re getting from your marketing efforts not as high quality as you’d like them to be? Do you want to improve lead quality overall?
If a sizable portion of the leads you generate from online marketing are just “tire kickers”, then you may want to look into increasing the quality of your leads.
In this blog post I’ll explain exactly how I was able to increase my lead quality by adding one simple step to my sales funnel.
Pre-Qualifications – The Key To Improve Lead Quality
By far, the most effective way to increase your lead quality is “pre-qualify” your leads before they submit their lead form online.
How do you do this?
It’s actually pretty simple.
All you really need to do to improve lead quality in your online marketing is to have your potential leads fill out a questionnaire prior to submitting the lead form.
Why Questionnaires Improve Lead Quality
I know. It sounds too good to be true.
In this case though, it’s absolutely true.
Questionnaires work because, well, us humans are lazy! We like to conserve our energy whenever possible.
By asking your potential leads to fill out an extensive questionnaire prior to submitting the lead form, what you’re doing is requiring a higher level of effort on their part.
This effort requirement does two things.
First, it gets those who are serious about your business more invested in the sales process. Yahoo!
Second, it puts up an “energy barrier” of sorts for those who are not so serious about your business. If they’re not serious, they will not go through the effort of filling out a questionnaire.
I know this because I implemented a questionnaire into my own business sales funnel and let me tell you, it worked wonders.
Questionnaires – A Case Study
When our agency, Get Clients Quick, first started out, we would have 5 to 10 potential clients sign up for a call every single day.
We thought we had it made!
The problem was, only 10% to 20% of the people actually showed up at the time they had scheduled.
This constituted a massive waste of time on our part.
So, to the drawing board we went.
To solve our no-show problem we decided to implement a pretty hefty questionnaire in our sales process.
The results were better than we could have expected.
Not only did we have more information going into the call (as they had filled out the questionnaire), the clients were actually showing up to the calls!
After adding the questionnaire our total lead count went down to 3 or 4 calls per day, but 95% of the people actually showed up to the call.
How To Implement A Questionnaire
Adding a questionnaire to your sales process is actually easier than it seems. All you need to do is add additional questions to your lead form via your marketing platform.
The actual implementation will be different, depending on the marketing platform you use. We use Kartra, and highly suggest you try it out as well.
One added benefit of this questionnaire is you’ll have deeper insights into your clients situation prior to the conversation.
So make sure that the questions you add to the questionnaire are actually questions you want answered!
Try to ask your potential clients questions that will indicate the stage they are at in the sales process. I.E. how ready they are to take action.
Based on their response to the questions, you can either usher them to your scheduling software to schedule a call with you, or you can exit them from the call registration flow and add them to your email drip campaigns and CRM for later follow up.
For example, if in this questionnaire their answers indicate to you that they’re only perusing, then add them to an email campaign designed to educate them on the buying process they’re engaged in. You can also add them to your CRM to check in with them in 6 months, when they may be more prepared to make the buying decision.
Want Help To Improve Lead Quality?
As I mentioned, we do this online marketing stuff for a living, so we have some tricks up our sleeves.
If you want to know what the best online marketing tools, software and resources are to grow your business, head over to our Resources Page to see an updated list of the best tools available today.
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To your success, happiness, fulfillment and growth.