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How To Generate Higher Quality Leads
Experiencing a lead generation dry spell? Not to worry, this is a more common problem than you may think. A lot of companies focus on getting more leads, but the problem with this is, most of those leads are most likely not quality, sales-ready leads, and that’s what you want. This usually means that you will have less leads, but more quality sales.
Here’s you can accomplish this:
Implement the use of qualifying questions: Yes, shorter forms are much better for conversions, some compromising must happen. If you add an extra question or two at the end of your form to help qualify your leads for your sales teams, it will make a huge difference on sales. You can ask questions that revolve around your lead’s biggest challenge right now or something to that effect. Essentially what you’re doing here is tailoring your offer to their specific challenges.
Rate your leads: Rating your leads is an important way to use the data collected from your forms. You can assign each lead a name or number from a scale. The higher the rating, the better the lead. This will help determine which leads you need to focus most of your time and resources on and which ones not to. It’s another way to help you work smarter.
Split up Your Lead Funnel: Most companies use a simple lead funnel to track their leads. When you use a combination of qualifying questions and possibly automated workflows, you create various funnels and buckets. To help maximize your sales team’s productivity, having various buckets or funnels, helps you know where to put most of your focus. The buckets that may not have the same volume, can still be looked after, and possibly experimented on, so don’t discount them, just work them differently.
Take care of your leads: It’s important to remember that there are no ‘bad leads’. Think of all of your leads as ‘sales ready’. If some leads are not sales ready yet, then they should go into a funnel or bucket where they can be fed and nurtured. They probably need continual education and quality content to stay engaged until they are converted to a sales-ready status.