Any advice on pre-qualifying leads?

by WillST
9 replies
Hi guys,

Got a quick question...

I'm soon to be launching my new site. When its up and running, there will be a 'free SEO audit & online strategy' offered as a freebie in exchange for their contact details.

I will then contact each lead to either book an appointment, or book a free phone consultation, in order to perform a 'needs analysis' which will then form the basis of their online strategy. I then intend to put together a tailored package based on what they need and then sell them my SEO / Marketing solution/services.

My question is, how can I pre-qualify each lead to take them from 'freebie' mode, into a solid potential hot lead that is likely to make a purchase based on my recommendations?

So, as soon as I get their details, I will be contacting them to set up a meeting/telephone consultation. At this point I feel I need to get test the 'buying temperature' - if its not that hot, I dont really want to waste my time or theirs with a meeting/phone consultation that doesn't go anywhere...

I hope that little ramble actually made sense?

Would love to hear anyones thoughts on this.

Thank you very much in advance!!

Cheers,

JSTEF
#advice #leads #prequalifying
  • Profile picture of the author Chris Cho
    i ask for their name, email address, phone number, website addy, and their keywords after they opt-in.

    it'll kill the conversion rate but then again... it'll save me time.

    i hate wasting my time with people who are not qualified.

    hope that helps
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  • Profile picture of the author WillST
    Thanks for your advice Chris.

    Sorry I must not have articulated my question clearly enough (I can ramble! lol) - Getting the leads is fine, I'm wanting to turn up the buying temperature for each lead when I speak to them initially...

    So basically, pre-qualify them for a meeting (or second phone call) where I can do a full needs analysis, assess their current situation, build trust, position myself as an expert, etc, etc... And then present them with a complete marketing strategy...

    So essentially to weed out the freebie seekers??
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  • Profile picture of the author mjbmedia
    Make them pay for the meeting/ consultation , if neccesary they get it back if unimpressed or if they buy you (depending on how you want to play it)

    Or have a checklist on your site or promo material that states if they dont tick every box (or a certain % of them) theyre not the sort of clients you work with , then tailor the list to your requirements and pre qualify away

    Mike
    Signature

    Mike

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  • Profile picture of the author dtaylor
    Not sure exactly what you are focusing on, but this thought comes to mind.

    When I look at a website, Google Places listing or Facebook fanpage I can tell right away if there is room for me. There are enough out there that are REALLY screwed up that I don't bother chasing the ones that have been working hard at it, whether in-house or outsourced.

    For example, do they have an opt-in? Is it used? Is there a call to action on the site?
    Google Places - pictures, reviews, email, website links, phone number etc.
    Facebook fanpage - standard cheapie or custom? 5 or 6 likes? Updated in 2010?

    I would not spend a lot of time on the ones that already "get it" unless they bring up a specific need or request or issue.

    The ones that have very obvious needs would get my complete report delivered by a personal or video walk-thru.

    Good Luck,
    DTaylor
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  • Profile picture of the author TyErickson
    Originally Posted by JSTEF View Post

    Hi guys,
    I'm soon to be launching my new site. When its up and running, there will be a 'free SEO audit & online strategy' offered as a freebie in exchange for their contact details.
    How do you propose to get traffic to this site? My guess is that it will be very hard to get qualified people to this type of site.
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  • Profile picture of the author WillST
    Traffic will be from PPC, email prospecting, telemarketing, business cards, referrals, JVs, guest blog posts, etc, etc...
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  • Profile picture of the author Mark Filsaime
    That's hard stuff weeding out freebie seekers. If I'm one of them I'd give you my contact details and have you discuss your strategy for me. Then I would look for another doing the same stuff as you. I'll compare the two of you, get reviews from the net, check out your previous clients, and stuff like that. What would make it tempting if someone offers a discount, sort of a trial offer for a certain duration.
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  • Profile picture of the author shane_k
    You could do what some poeple do online, where instead of offering a freebie, they offer up an ebook for like $1 or $5, which of course is based on the theory that if someone pays you once then they will pay you again.

    And even if you capture their contact information from someone who has paid $1 for an ebook at least it is a buyers list.

    Set up another site and on that site don't offer a FREE consultation but create a "low barrier to entry" offer. Create a low priced ebook or small 3-4 part course that they can download cheaply. Maybe a video course where you walk them through setting up their business on Google.

    Send half your traffic to one site, and the other half to the other site and then test them against each other and see which converts better.

    Let me know what you think

    Shane_k
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