Effective Lead Qualification Strategies | The Secret to Getting More Conversions

in this video I'm going to talk a little bit about lead qualification and I think a lot of salese waste a lot of time making themselves the filter uh particularly scheduling meetings with folks that are certainly not qualified or have already made a a limiting decision um or just have constraints that don't make you the best fit so um I want to take you through sort of the Ways to Think Through lead qualification a whole bunch of different techniques uh that can be used in this process and then I'm going to show you how to

leverage uh those techniques one to get back a lot of your time but more importantly to increase the monetization of the whole pipeline so uh there's a couple different factors that will increase that monetization one you spending time on the deals that will actually convert and close and then the second part which a lot of people don't think about um or kind of let fall on the floor is those folks that are coming into your funnel that aren't qualified they generally have money and they are looking for a solution and they have real needs um

but for whatever reason their budget constrainted uh maybe it's just limiting beliefs but often times you can monetize that in a really effective productive way and it diversifies uh again some of your revenue streams and can really pick up a lot of extra Roi inside of that pipeline again depending on how you're generating those leads so let's dig into it here is just kind of basically a brainstorm set of ways to go about lead qualifying and and these are super useful to just to give yourself a framework and a structure to start to think about

like how am I going to filter through my leads ideally in in a more automated or Bea Behavior generated way um these can give you a a lot of different ways to think about it and I'll talk about a couple of these if you want a copy of this this material along with a bunch of other useful stuff and and training are inside of our sales team of one community and it's a free community lots of smart people in there exchanging ideas and collaborating great way to really take your individual performance up to the next

level so I encourage you to look in the description and grab that link and become a part of that community and everything that's going on in there but anyway sometimes it's helpful to have kind of a link to these cheat sheets it's a notion so you can kind of make a copy and put it inside of your notion and use it as a little bit of a guide all right so let's get back to this uh particular topic so again a bunch of different ideas on how to create some qualifications for me personally I like

to sort of start with the simplest first and so I'm looking if I'm generating inbound leads which is a lot of of what I do personally generate those inbound leads I like to take some of those initial questions in the lead form and I often use what I call Progressive or survey style lead form I'll take some of those questions um like resources budget revenue and I will use that as a filtering criteria so right up front as I'm collecting the lead I'm making decisions on qualification you can do other things like industry uh maybe

the services that they're choosing if you've got multiple services to offer maybe if you have different tiers of product that tier of product can be also a filtering criteria so ideally you want to start that filtering process all the way at the beginning of the lead capture you can do that sort of manually if you're list building so you're doing more of a B2B SAS style um you're going out there and acquiring list you're essentially putting some filters on that as you're pulling those people into the list as you're doing that I think uh again

you want to start simple you want to go after kind of the the core group first but consider potentially broadening that a bit and offering some different approaches to especially if you're a founder or an early startup sort of B2B thing it's good to go a little bit broader and even if it's not your perfect ICP to kind of bring in some people around the edges but intentionally think about what they might need or what limitations um and sort of reshape your process there again to test those edges because you might find out like you

know everybody wants the the biggest companies the biggest revenue and that sort of thing but you might find you do really well with the Middle Market so again as you're doing some of that filtering um and list building think about that and then as you start to kind of go through that process again there's other places where you can get some feedback that will allow you to begin to segment and to qualify these leads it can be sending out emails and hey there's a segment that opened those but did not click and then there's a

segment that opened them but did click can you treat those differently there are people that have come to your web uh website and you know registered for a webinar but again what do you do with them next so all these little pockets uh and then you can get more and more advanced and this is really important as you start to build out teams is starting using things like lead scoring um some Automation in your segmentation AI um is just a no-brainer anymore it's becoming more and more accessible and then again once you get into the

actual customer relationship which we don't talk about a lot here but there's you know what they become a customer then some of their behaviors can also help you to continue to monetize that so again these are a whole bunch of different ways just to think about places in your process where you potentially are not considering a filtering point so kind of the better you are at considering all those little points of filtration and then trying to figure out like how can I actually help those people get to where they want want to be right because

they're in the funnel they've gotten there for a reason they have a true need um is it something that makes sense for or that I can help with help them with and then of course monetize okay so again when we're Building Systems any kind of system I'm always looking for the the way in which either Behavior or uh the people that are working through the pipeline can kind of self-identify or self- select so that's important so let's look at a couple different self- selection techniques right uh we can use the sales funnel itself I talked

about that as they kind of move through you can ask them some questions that will start to sort of identify where they are in their sales process or your sales funnel and then you can start to split them off and give them sort of different experiences going to I always call it the Choose Your Own Adventure I think that's one of the most productive and sort of the easiest one thing that I would caution against here I was kind of coaching somebody um inside of our uh Community the other day and they had kind of

mapped out this really intricate set of filtering and qualifying and upsells and down cells and all this stuff um again when you're first beginning this Simplicity is best right bring them all through maybe try to get them all on U scheduling a call or all downloading you know a particular thing and then from there as you ask question questions as you have those meetings as you you know maybe survey some of the people that have downloaded something or even call them up and have a conversation with them you're going to start to hear some commonality

some patterns and then from there start to build out that optionality and those filters right so again this is all good for overall context but when you're first building your your first lead qualification mechanism make it sort of one siiz fits all and then as you have discussions or you watch that behavior then you can start to build out those alternative paths content strategy is great for segmentation this can happen all the way before um they even get to your web form or get into your sales funnel so again build a whole bunch of different

types of YouTube videos and that will Again Naturally self- select right they'll choose or they'll watch certain ones that are more appropriate to them try ones that show them a done for you service try ones that show um kind of how you can do it yourself and then again let them sort of self filter through cont content again you can do the same thing with articles emails and all kinds of different forms of of content again educating and then uh giving them options to choose sort of that next level and then again they're self- qualifying

nurture sequences so once they are in segments once you have them on an email list um again you can start to segment based on their behavior you know whether they open and they don't click um again you can introduce surveys polls and those sorts of things inside of those nurturing Solutions and then ultimately want to offer Solutions based on those particular segmentations so this is all about sort of monetizing each element of that qualification process so as people fall into different segmentations um you don't want to just drop them on the floor you want to

try to if you can if it makes sense for your business to to serve those needs um in those other categories and then of course watch it things change all the time right um in those communities uh of of people in those segments change all the time so constantly be trying to reach out or having conversations with them so that you can uh again increase your understanding of how to monetize you know all levels uh of that segmentation and qualification so let's jump over and let's try to kind of get a little better picture of

this so this is just a really simple um way to to do this right again this is one example so this is an example of new lead comes in form fill I'm asking them some questions survey style is always the best way in my opinion um and then from there I get some Intel that helps me to kind of move them to the right path so in this particular form uh often times we're asking them budget or revenue and then another one that I like to filter on again you can for Simplicity you just do

one at a time um or if you want to get more complex you can kind of Stack these up and do a score or some other more complex thing but the second piece is industry or problem right so for an agency business you know are they just interested in SEO or are they interested in all of lead generation are they just interested in Facebook so again understanding that are they mortgage or they insurance so again this helps me to make sure that my next step is completely re relevant and somewhat personalized right so as they

ask this uh or as they answer this question again Simplicity uh is best and that's what I've done here you could again start to modify that survey style um so that you kind of again Choose Your Own Adventure um but the simplest I think at first is just to get them to answer the questions and then have alternative paths once they get to kind of that final step of what you're asking them to do or even after they've you know completed the form you again send them uh a different response so probably the simplest of

this would be to build out just so you get a good clear picture of this build out a survey style form they fill it out they hit submit they get a thank you and then you're going to send them an initial email that says hey these are our next steps if for instance they enter a budget and a revenue that's within your ICP then that email would say hey our next step is uh to schedule a discovery meeting or a demo and we're going to run through a big fan of all always giving them the

agenda so that they feel like prepared and they understand that what we're going to do is valuable um and is going to be significant I like to put a little agenda in there as well hey let's go ahead and schedule this put your calendar Link in there they'll go ahead and schedule it and boom youve got a meeting on the books if they hit something below what you would normally consider an ICP um we're not going to completely discount them yet right but we're going to grab back some of your time we're not going to

put them automatically to a meeting because you know based on your experience uh in running your sales process that people under a certain sort of budget and revenue probably are not going to be a good fit or they're not going to be able to afford your primary solution so let's take a second and filter them with content so again we're going to do the same thing we're going to send them an email um but the first thing that we're going to do in that email is we're going to provide them a a choice for the

done foruse solution so here I like to start to and most people don't like to do this but for me when I'm thinking of myself as a sales team of one and trying to produce millions of dollars worth of new Revenue so essentially producing like a team I have to take some some risk here right so I have to put some things out there that again help me to filter that population and then where I get my pickup is super efficient on lead generation so that leads are not scarce for me right and so ultimately

there's other videos that'll teach you how to do that but that's where you want to get to so that you can take uh these optimization um sort of risk here so in this process I'm typically forecast or not forecasting foreshadowing pricing so that they can kind of understand hey is this something that I can afford to have done for me and do I have a preference for that um inside of this email give them a choice to do that kind of show them hey this is kind of what this looks like U maybe even give

them some some again filtering content some content um that shows them hey this is this is what this process looks like this is what you need to do uh if you want to solve this problem and there are kind of two options one option is that we can do it for you another option is you can go down and you can kind of use this material again conveying and and giving value you can see all of the things that are necessary to be done and maybe you want to not make a decision um or you

want to take that material and potentially discover and sort of try doing it yourself first then they can take those two paths so one they can just take the content go away um and again they don't muck up your schedule um or if they say hey well that's a lot of stuff I don't really understand how to do all those things um I think I could stretch my budget a little bit and make that happen if they could really do all those things uh and do it well for me um then hey I think I

want to have that meeting and see um if I'm willing to sort of push my budget a a little bit or I'm just willing to I now see the value and so I kind of have a different expectation as to what I should pay for that boom they have the opportunity to schedule that meeting you can do the same thing with industry right so somebody comes in here and says hey I just want SEO then you know you push them into a meeting where we're going to talk about SEO um if all I do is

lead generation programs meaning that hey if you want to work with me you've got to have the budget and the funding and sort of the mindset of doing uh SEO PPC and email um then maybe those are the only people that choose that like TurnKey lead generation maybe those are the only people I schedule a meeting and then filtering content again I push them through there um I give them some content that shows hey you know you could do this SEO but you know maybe if you have an urgency for leads right now maybe buy

some leads from us or maybe you actually start with PPC and then add on SEO and again they have a choice right they can do they can take this information they can do nothing or they can try to do it themselves um or they can hey okay you've enlightened me a little bit um I understand the value proposition here and I think this is something that I need to do so I'm going to go ahead and schedule that meeting so here's a really easy way to again use lead qualification um and build a system that

gives you back your time gives you the best highquality leads and lets those other folks that are probably not qualified for your primary service either go down a different path where you can either have them kind of try and get frustrated and come back which a lot of them do or one thing we didn't really talk about is you could potentially monetize this you can say hey this is something uh where I can do it with you and there's a certain price maybe there's a course or or a program that I can put you through

um or it's DIY but to give you the details maybe I charge you uh for that package so you can also um monetize this with some lower ticket Solutions or products right so hopefully this has helped um again Le qualification is hugely important if you want to get to that kind of ultimate sales team of one concept where you're producing millions in new Revenue uh much like a team uh encourage you to look in the description if you want a copy of everything that I've shared here you can grab that by joining our free community

sales team of one uh it's in school there's all kinds of folks in there uh working and helping each other in side of the Forum uh we do regular office hours where we get on and do some live uh calls and q&as uh as well as there's ongoing training in there that will help you maximize your sales performance so hope you join me there