Are you struggling to qualify your leads? And understanding what, but will
you getting nothing but crap leads? Well, maybe because you're not
qualifying them properly. In this video, we're gonna be talking about that, and a
few tips you can use to better qualify your leads
Hey everyone, Kasey here from Clientric. And today's video, I want to talk
about why it's so important to qualify your leads properly, and some tips that
you can go about to implement in your systems to make sure that your leads are
getting qualified properly. So it's incredibly important that you qualify
your leads, because you might just be getting leads in that are just kicking
the can, maybe they're just trying to find out more information, maybe they're
trying to use you to get a better deal with someone else.
So you want to make sure that you are doing everything possible to finding
quality leads, and you're not leaving any money on the table. That's really
important. Because it'll save you time, at the end of the day, the more you can
actually qualify these leads, the more time you're going to save, which means
you can probably bring in more clients. Now, you'll be saying no to a lot more.
But that doesn't matter, because they likely weren't going to be good clients
anyway, sometimes a lot of the times we've had experience with bringing in
clients who don't follow along the processes, we have our standardised
processes that we follow. And they're like, No, we don't want to do that. It's
kind of like a red flag for us. It's a grey area, we bring them in and we'll
start a project. Now this project doesn't go well, because we didn't
adhere to our values. And we didn't here to our processes. And so we have stopped
doing that we're never going to take someone on if they say no, I don't want
to do that, then that's just not a client for us. And we're going to stop
wasting our time, because we've gotten into some bad places, it's not worth it
for you to have to go through that as well. Now a few things you can do to
change that one thing might be able to create a standardised process around
your lead intake and your lead qualification. If you don't have let's
say, a rubric or somebody to qualify whether a lead is good or not, or trying
to understand what is a perfect lead for you what isn't ideal client, then that's
something that you're gonna have to spend some time thinking about, if you
don't know who you should be targeting or what niche you're targeting. Or let's
say how big a company or individual is, maybe it's an age demographic, maybe
it's a wealth demographic, maybe it's companies that make over 500,000 and
have greater than 10 people that work at it. You know, if that's an ideal client
for you, then that's someone you should be targeting a lot more and
understanding what type of companies are coming into you. By asking them these
questions. If you have a standardised process of questions, you ask them,
whether it's on a discovery call, or maybe it's a questionnaire that goes up
before a discovery call, it doesn't really matter. As long as you keep track
of that information, you're asking those questions, that's going to make it a lot
easier for you to qualify or disqualify them right there on the spot. Now,
another way to go about actually improving this and automating this
process is a little bit is to have a questionnaire that goes out prior to a
meeting that was in this questionnaire that goes out, you have a lot of power,
you can say whether you want to talk with someone, whether you don't want to
talk with someone, you can create conditional fields based off of the form
that they're filling out. So for example, if you're targeting companies
that are maybe greater than 500,000, in revenue, and someone says 200,000, you
could say something along the lines of sorry, we're not looking at companies
under 500,000. Right now, we wish you the best of luck in your in your future
endeavours. Whatever it may be, you can send a no thank you email, so that you
don't even have to talk to that person, you could skip a discovery call and save
yourself that time. By automating that process even further.
Another thing you can do is better education, maybe clients or leads are
coming in to you and they're saying, Oh man, you're too expensive, well, maybe
you can send out drip campaigns to educate them on why your services are
best to build that know, like trust factor to make sure that they understand
that they are getting a premium service. So that is super important in both the
business to customer and the business to business side of things. So if you're
not doing this already, you definitely should be because that definitely helps
you reach them. And it makes that know, like trust factor. So that you know when
you talk to them, they are more willing to pay your price. So that's super
important when it comes to those kinds of concerns when people are saying, I
think that's a bit too much money for me, I'm going to use someone else like
that's fine. At least when you're educating them, you can let them know
that this is your price point. This is where you work at and you can let them
decide right then and there. Whether it's worth pursuing. If you send out
those drip campaigns, and they're still interested, that's awesome, because you
know that they are still interested in your services.
The last thing that you should potentially look at is using marketing
score and visiting score using some marketing automation tools. Now, if
you're not familiar with these types of tools, the visitor score tracks their
website, use it. So if they're coming to your website, check out your blogs, it
gives you really good insight as to how often they're coming to website and what
content they're checking out. You can see all that information is very crazy
and a little bit creepy. But it is super helpful to understand who is coming in
and how you can target them. So every time they come to let's say a new blog
post, they read it, they spend some time there on your website, whatever it is,
you can start assigning a score and you can start increasing it incrementally.
Now when it gets to a certain point you could say hey, this person is worth
reaching out to. They spent enough time on our website they know enough about us
that's worthwhile for us to send out a message to them. Now on the flip side
that you're the marketing score, this is usually done using a marketing
automation tool, it'll track their opens their clicks, how often they open the
emails, if they go back and reread it, if there's a call to action in the
email, they'll click on that, they'll increase their score as well. And you
can do the exact same thing, the more emails of yours they open, the more
content they read all have an impact on their marketing score. So the more that
they do that, you can actually increase it, and you can track it. So when you're
tracking it, you can select this as my threshold, maybe it's 100 points, maybe
it's 500 points, whatever it is for you in your business, you can say this is
the point that we no need to reach out to them. So this will give you a tonne
of insight onto who they are, what they're most interested in, and how they
can potentially work with you. So you know how to approach the conversation
even better the first time you reach out. Now, I hope that's been helpful.
This is something that we follow along with ourselves. And we track and we
measure and we implement. So I hope that you do it too, because it's super
important to better qualify those leads. So you save yourself time and make more
money by generating quality leads right up front. So make sure you subscribe to
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