7 Strategies to Qualify Leads (& Sell to the Right Buyers)

Source: https://www.autogrow.co/7-lead-qualifying-strategies/

Qualifying leads. 

This one is ripe for a Willy Wonka and the Chocolate Factory golden egg reference. 

You remember the movie, right? 

The geese, the golden eggs, the trash chute that ends up being Veruca Salt’s ultimate demise (she was, after all, a “bad egg”). 

But I think this take on lead qualification is a bit too simplistic.

I prefer to think of lead qualification more as what I’m sure you used to do on a schoolyard merry-go-round when you were a kid…

4 to 8 friends and you on the contraption, gripping the bars as tight as possible. 

And WOOSH! One of the riders is hurled off by the ever-increasing g-force. 

Then WHOOSH! Another! Then another!

And the exact same thing happens in your sales process.

In today’s article, I’ll tell you:

  • The exact 7 strategies to qualify leads and filter out the bad ones before you even get on the phone.
  • Why it’s not just one question that shows if a lead is a good fit for your products or service but a process of weeding out weaker prospects.
  • What changes you can implement to qualify your leads past the point of a single question.

But before I start with strategy #1, did you know the importance of this question?…

In a rush? Want to download this article as a PDF so you can easily take action on it later? Click here to download this article as a PDF guide.

Why Do You Need to Bother Qualifying Leads Anyways?

So, first thing’s first: why should you qualify leads anyways?

Don’t you want to bring in as many potential customers as possible?

Isn’t business based on the old tried and true principle of “the more the merrier?” 

No!

While every business wants to pack their pipeline full of leads, the real secret is making sure your business is right for those leads. And making sure those leads are right for you

But when it comes down to it, qualifying leads comes down to 3 major benefits. 

  • It Saves You Time – Simply put, following up on a bad lead is a waste of time. And if you’re like most digital marketers, business owners, entrepreneurs, or pretty much anyone else on the planet Earth, your time is super precious. And God knows you don’t want to get 45 minutes into a call only to realize that there’s zero chance that this lead is going to be a good fit. So weed them out now, and save time later. 
  • A More Qualified Lead Is Easier To Close – The more a prospect knows about what you’re offering, the easier it is to sell them on it. Plus, qualifying leads is also one of the biggest time-vampires for your sales team too. In fact, Hubspot points out that more than 1 in 5 salespeople report that qualifying a lead is the biggest challenge in their job. 
  • Selling Too Early Can Hurt Your Long-Term Relationship – When a prospect is ready to buy, the next step is to talk to a salesperson. They’re here, they’re playing ball, and they’re looking to get the information they need to get the product or service they want. But what if they aren’t ready to buy… and they still get hit with the sales pitch? They’re more likely to scatter, never to return again. And as Salesforce points out, a whopping 62% of customers say they’re likely to share their bad company experience with othersso it’s probably hurting your reputation too. 

As you can see, there are some major benefits to tightening up your lead qualification process. 

Not only will it save you and your team loads of time when it comes to getting buy-in from prospects.

But it’ll also ensure that you aren’t sabotaging the possibility of a working relationship with leads or their contacts further down the line. 

7 Qualifying Strategies for Weeding Out the WRONG Leads

Okay, okay. Qualifying leads is super important. That’s great. 

But what can you do to make the qualifying process easier? 

What kinds of elements should you add to your sales funnel to weed out the duds and hold on to the studs

Well, let’s take a closer look, shall we?

Qualifying Strategy #1: Ask Qualifying Questions (Duh!)

57% of B2B companies say converting qualified leads into paying customers is a top priority according to MarketingSherpa.

Source

And if you want to better qualify your prospects, start by asking them qualifying questions before they can contact your sales team. 

This one shouldn’t come as too much of a surprise to anyone, right? “If you want to do the thing you want to do, try doing the thing you want to do.” 

Duh. 

But the truth of the matter is that so many businesses are still just taking any leads they can get, and sift through them by hand later. 

The smartest businesses (often with the best sales funnels) on the other hand, include at least basic qualifying questions to filter out the right prospects.  

And don’t be afraid to make your qualification questions lengthy (within reason of course). 

The more effort a prospect has to put in to start working with you, the more likely they’re going to be to sign on when it comes time to buy or bail at the end of your funnel. 

Once you’re onboard the qualifying questions train, it’s time to start asking the right questions to help keep out the riff-raff. 

Now, you’ll want to start with the basics, of course. Name, email address, business name, industry, etc. 

After that, there are a few different question frameworks to choose from. 

The first, known as the BANT (Budget, Authority, Need, Timeline) qualification framework was actually developed by IBM

Because it’s short, easy to remember, and gets to the heart of things, BANT is the tried-and-true choice for plenty of businesses out there today. 

Alright, let’s break BANT down a bit. 

  • Budget – How much is your prospect 1) willing and 2) able to spend? Too little to fall into your price range? Give ‘em the ax (metaphorically, of course). 
  • AuthorityDoes this lead actually have the power to make the buy-in decision? Or do we need to bring someone else into the conversation?
  • NeedDo they actually have a need you can fill? If not, better to find out now rather than 20 minutes into a sales call. 
  • TimelineWhat kind of schedule are they on? Does it align with yours and your service’s?

BANT is great because it’s simple. But if you really want to dive deep into the details of a lead, you could always adopt other more complicated systems too. Below are just a few to consider, as pointed out by Hubspot

  • MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion)
  • CHAMP (Challenges, Authority, Money, Prioritization)
  • GPCTBA/C&I (Goals, Plans, Challenges, Timeline, Budget, Authority, Negative Consequences, and Positive Implications)
  • ANUM (Authority, Need, Urgency, Money)
  • FAINT (Funds, Authority, Interest, Need, Timing)

Qualifying Strategy #2: Create An Engaging Demo Video

Asking questions isn’t the only way to qualify your leads though.

And one other method that’s been surging in popularity for years is including a demo video right on your sales page or website. 

A well-made and eye-catching demo video can grow your sales by 30% and is great for a couple of reasons. 

  • It Answers a Few Obvious Questions – A demo video gives you the chance to more clearly explain your product or service, how it works, and what benefits it can bring to the life of the customer. The more questions you can answer for a prospect, the easier it will be for them to tell if your service is a good fit for them. And no wasted time for your sales staff.
  • It Adds an Extra Layer of Personality – This is the perfect place to put you or the face of your company up close and center stage. The more of a human connection you can make, the better. Plus, the music you add, the video or animation style, the charisma of the voice-overthey all help shape your company’s personality. Just please, please don’t use oversimplified cartoons with a ukulele playing in the background. There are already at least 25 million corporate videos out there with the exact same style littered across the internet. 
  • It’s a Great Way to Drive Engagement – Solid side benefit here. People love videos. Like, a lot. Forbes says that the average user spends 88% more time on a website with a video. Wyzowl found that 72% of people would rather use a video to learn about a product or service than text. And when it comes to a memorable CTA, an astounding 95% of viewers were more likely to remember a call to action in a video compared to just 10% with text according to Insivia.

So take the time to create a demo video for your homepage. 

Not only will it answer your prospect’s questions and help qualify them. 

But it’ll also give you an edge on being more memorable and more engaging too. 

Qualifying Strategy #3: Build A FAQs Section Into Your Sales Page

Piggybacking along with the last tip, one of the best ways to qualify leads is by answering all of their questions before you send them over to sales.

And the most efficient way of doing that is by popping in a frequently asked question section. 

FAQs are perfect for getting a little more into the weeds and answering common concerns about your service quickly. 

How will I be charged? BAM! It’s in the FAQs… 

How do I turn on a specific feature? POW! Right in the FAQs, baby… 

Does your company have a return policy? KABLAAM! Question #4 in the FAQs… 

No need to get sales involved and no need to waste their time answering questions. 

The trick, however, is knowing how to write not only a FAQs section that answers questions, but that also helps sell your product along the way.

Here are a few FAQs tips that will help grow your sales along the way. 

Qualifying Strategy #4: Survey the Leads That Got Away

As humans, we’re especially good at identifying patterns. 

It’s what’s helped us go from club-wielding nomads to car-driving, laser-shooting, philosophers, scientists, and artists. 

We’ve still got quite a bit of the baser desires of cavemen in us (re: football, Real Housewives of Wherever, politics in general). 

But it’s our ability to solve problems with the logic that got us where we are today. 

And when something goes wrong, like a lead falls out of your funnel, the logical thing to do is to ask them, “Hey, why’d you leave?”

If you get an “unsubscribe,” ask them what’s making them go. 

If a lead makes it to the last stage of your funnel and abandons the ship, find out what made them jump. 

Because user feedback can actually grow your sales by 71% (it happened to us).

And if their response is based on a misunderstanding or a false perception (e.g., they couldn’t find any info on a feature you actually have), use that information to address their concerns earlier on in the buyer’s journey. 

Feedback is gold for any business

And the more you take it into account, the better you can tweak your marketing to cater to the right prospects. 

And as Salesforce points out, a whopping 62% of customers say they’re likely to share their bad company experience with others.

Source

So avoid that at all costs.

Qualifying Strategy #5: Set a Clear Price Point

While talking about money may be uncouth within certain circles, you’re running a business. 

And money, well, it’s just a part of the game. 

A big part. The biggest part. 

So when you’re browsing a company’s website and are getting more and more excited about working with them, there’s nothing more infuriating than not being able to find a price point anywhere

It’s like they’re actively hiding it from you. 

And in all likelihood, that means that they have something to hide (an eye-popping price tag, maybe?). 

In order to avoid that frustration and help ensure that your leads can actually afford your services, you’ve got to include a well-made pricing page. 

See ours?

Or at the very least, a ballpark price point that your leads can focus on. 

No matter which you decide to go with, price anchoring is a great way to set expectations early and make your product or service appear far more affordable.

Qualifying Strategy #6: Be Blunt About The Basics

In your business, you know what works and what doesn’t. 

Even if you haven’t blatantly set them yet, there are limits to what you can work worthrequirements that simply must be met in order for you to get the results your clients are after. 

For instance, at AutoGrow, we only work with clients that can afford a specific minimum monthly ad budget.

We take care of our clients’ digital marketing tasks so they can focus on growing their business and achieve the results they’re after.

Because if their budgets are any lower than that, we won’t be able to help our clients bring in the leads needed to get the kinds of results they’re aiming for. 

And every business has baselines like these.

So why not call them out?

Be blunt about what you require to get your prospects the end-result they’re after. 

Do you need responses and feedback within a certain number of days after finishing a prototype? Say so. 

Do you only work with companies that already have a program framework in place for you to build off of?

Put it smack dab in the middle of your homepage. 

If there’s something about a prospective client that instantly disqualifies them from working with you, say it loud and say it proud.

Because it’s only going to save time and resources for your sales team at the end of the day. 

Qualifying Strategy #7: Call Out the Industries That Are a Good Fit–And the Ones That Ain’t

And last but certainly not least, be specific about who you work with and who you don’t

Yes, yes. This touches on the age-old question of to niche, or not to niche.

And a lot of businesses out there are sensitive to the issue. 

But the truth is that in order to grow efficiently, it just makes good sense to appeal to a certain niche market rather than casting a wider net.

So the sooner you do find your business’s ideal niche market, the better. 

But once you do, be sure to call it out on your website. 

Are you a SaaS business that only serves building materials manufacturers?

Or a transportation company that only deals in medical materials?

Or an adult-oriented magician that doesn’t do kids’ parties?

Call out specifically who you do and who you don’t work within your marketing materials.

This is especially important advice for that last example. 

Conclusion

Download the “7 Strategies to Qualify Leads (& Sell to the Right Buyers) ” so you won’t forget to take action on it later. Click here to download it now.

So there you have it. 7 strategies for qualifying leads and filtering out the bad ones before you even get on the phone. 

  • Qualifying Strategy #1: Ask Qualifying Questions & Ask the RIGHT Qualifying Questions
  • Qualifying Strategy #2: Create an Engaging Demo Video
  • Qualifying Strategy #3: Build a FAQs Section Into Your Sales Page
  • Qualifying Strategy #4: Survey the Leads That Got Away
  • Qualifying Strategy #5: Set a Clear Price Point
  • Qualifying Strategy #6: Be Blunt About the Basics
  • Qualifying Strategy #7: Call Out the Industries That Are a Good FitAnd the Ones That Ain’t

In our experience at AutoGrow, these 7 strategies have worked out the best for us.

And in fact, these tips have helped us tighten up our processes, bring in the right kinds of clients to keep us growing, and even led us to improve client retention!

So go out into the world and don’t be afraid to start disqualifying today.

Because the better you are at that, the more likely you’ll be to find your golden egg. 

Now tell me something, what kinds of qualifying strategies have you used in the past?

Which one of these 7 are you already planning on implementing?

Did you also find Willy Wonka and the Chocolate Factory creepy and kind of dark for a kid’s movie? 

Let me know in the comments below!

And if you need help building a sales and lead generation funnel that will end your lead-gen worries for good, then check out our 6-Figure Sales Funnel Training in our Marketplace.

And as always…

Keep AutoGrowin’, stay focused.

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Lululemon is Meeting Customers Face to Face

Source: https://postfunnel.com/lululemon-is-meeting-customers-face-to-face/

It used to be reserved only to the most premium customers of the most premium brands. But technology, and COVID19, are changing things. And now, you too can have your own personal stylist walking you around shelves – as Lululemon is offering a virtual shopping experience with an educator over video chat or phone call. They call these stylists/sales associates “Educators.”

The virtual personal shopping – which Lululemon is still trying to figure out its ideal length of time – can’t get any simpler. Once customers request a video chat, depends on availability, an assistant joins you in your living room, conversates about what you’re looking for, and recommends the right gear accordingly.

“Meet one of our digital educators over video chat to shop from the comfort of your couch (for free),” the virtual shopping page says, and here’s a short description of what customers can expect:

  • Product recommendations – answers to all your questions
  • Fit and size help – a deeper look into product details
  • Gifting – ideas and help in finding the perfect gift

“I didn’t know what to expect as I had not done this before, and this was my first such lululemon shopping experience. It was great, and Heidi was fantastic! I prefer online shopping to in-store, and this was a great way to get assistance while not leaving my home,” Laurea A., Lululemon customer, recently wrote about her experience with the shopping tool.

It seems like Lululemon is among the leading retailers to be paving the way and navigating fashion in the age of COVID19. CNBC analysts say that GAP’s Athleta brand appears undervalued because of its surging rival, Lululemon. This isn’t the first time the two brands have been compared for their athleisure gear, either.

Lululemon’s new virtual shopping experience has compromised a fundamental value proposition by leading a new trend that many brands will surely follow.

It’s no secret that “People are using their bedrooms as fitting rooms,” says Haniff Brown, founder and CEO of fit-tech startup Fit:Match, that will open up a first-of-its-kind fit studio that scans people to make product recommendations using AI.

In response to the whole virtual shopping trend, Optimove’s VP Marketing, Amit Bivas, said that “it feels like B2C marketing is adopting B2B tactics. These virtual sessions are a classic B2B move. And it goes both ways, with B2B marketers taking on B2C tools, such as chat, direct mail, etc.”

Post Experience Feedback Survey

Following Lululemon’s virtual call, shoppers receive a “Video Chat Post Experience Feedback Form” on their shopping experience to improve it for future sessions – seeing how the whole concept is still very new. The survey begins with the following message:

“Thank you for joining us on video chat. We’d love to hear what you thought of the experience—the more feedback, the better.

Out of the 11 questions on the survey, here’s a few that we liked in particular:

With questions like these, it’s evident that Lululemon is taking the whole initiative to a whole new level. Is this the end of RL fitting rooms?


The post Lululemon is Meeting Customers Face to Face appeared first on Post Funnel.

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Morrisons Prime: Collab with Amazon Puts Customers First

Source: https://postfunnel.com/morrisons-prime-collab-with-amazon-puts-customers-first/

Morrisons, Britain’s No. 4 supermarket chain, just launched a full-range of groceries on Amazon Prime. It revved up its deal to make online shopping more accessible to customers than ever before with its new same-day delivery offering – further answering to its customers’ needs.

“It will give more and more customers the option of receiving Morrisons groceries straight to their doorstep, including freshly prepared products from our brilliant Market Street colleagues,” said David Potts, Morrisons chief executive.

The fact that Morrisons groceries would be available on the internet giant’s main website and sell its entire range online is another big move to serve a wide range of customers. It means millions of more customers will have access to same-day deliveries.

For no extra cost, Prime members, as part of their subscription, will receive same-day delivery on orders of more than £40 ($53).

This isn’t the only way the brand recently adapted its services and offering to suit shoppers who needed to change how they are buying groceries. In response to government obligations to wear facemasks in shops to prevent the spread of COVID19, the store is now handing out invisible disability cards.

Since some customers are exempt from wearing a mask due to certain disabilities that aren’t immediately visible like anxiety, autism, and claustrophobia – the supermarket is giving out sunflower lanyards to make it easy to recognize such customers.

The effort will also assist customers who may need some extra time, care, or patience when shopping. It’s excellent in that it’ll help avoid unnecessary confrontations between shoppers and employees.

How to build your customer model

The supermarket wrote on Facebook: “We’re introducing the Hidden Disabilities Sunflower Lanyard Scheme in our stores.

It’s an initiative designed to act as a discreet sign that somebody has a hidden disability, such as mental health conditions, autism, dementia, or sensory impairments, and may need extra help.

If you have a hidden disability and would like a sunflower lanyard, please collect one for free from the customer service desk.”

Shoppers are grateful to the brand for this new shopping scheme. To us, it’s a great example of a brand accommodating to the new normal and being helpful to customers. Taking a complex situation and squeezing empathy out of it.

As unemployment rates continue to be high, the supermarket chain is also creating new jobs. About a week ago, Morrisons announced that it plans to open a new supermarket at Dalton Park before Christmas that would create 150 jobs.

“Following the successful launch of our petrol station, we now plan to open the Morrisons Dalton Park store by the end of this year,” said a spokesperson at Morrisons.

“Specialist teams are working to transform the unit into a new-look Morrisons store, and recruitment for around 150 new colleagues will start shortly.

We are optimistic that a brand which is putting customers first will keep growing.

 

The post Morrisons Prime: Collab with Amazon Puts Customers First appeared first on Post Funnel.

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Ticketmaster and the Power of Relationship Marketing

Source: https://postfunnel.com/ticketmaster-and-the-power-of-relationship-marketing/

Welcome back to the Brand Marketing Spotlight, where we analyze the ad campaigns and marketing techniques of the world’s most successful companies. Today, we’ll showcase Ticketmaster, a ticket sales and distribution company that is surviving 2020’s many challenges by building trust and facilitating relationships.

Ticketmaster boasts a massively successful digital marketplace but is often overshadowed by e-commerce platforms like Amazon or eBay. However, we should remember that Ticketmaster sells and distributes 15 tickets every second — which comes to just under half a billion per year. While roughly half of these tickets are given away for free, the other half earned $11.5 billion in revenue during 2019 alone.

So, what makes Ticketmaster so overwhelmingly popular? With the benefits of modern technology, theoretically, anyone could distribute digital tickets without a third party. But Ticketmaster’s actual value lies in how it builds trust and establishes client relationships at a scale that relationship marketers dreamed of for decades.

Ticketmaster’s 21st-century challenge

When Ticketmaster was founded in 1976, ticket selling looked very different from the present day. Its original goal was not to sell tickets but provide ticketing hardware and computer software for venues. The company transitioned to physical ticket distribution in 1982 and introduced digital ticket delivery in 2009 following a merger with Live Nation.

Moving from physical to digital business models introduced many unique challenges for Ticketmaster, especially in an industry that facilitates live in-person events. Take ticket reselling as an example. Venues often struggle with scalpers who buy tickets en masse and resell them at inflated prices. By making it easier to purchase tickets online, however, sellers must address bulk resales on a global scale – even as local regulations hinder the ability to take action.

And that’s just one obstacle Ticketmaster faces in the 21st century. To serve an international audience, Ticketmaster must implement highly personalized marketing campaigns that account for each user’s region, language, and personal interests. Unfortunately, the average Ticketmaster purchase covers three tickets, leaving marketers with only a fraction of relevant customer data. This dynamic creates vast gaps in marketing databases, making it challenging to promote future events or understand user needs. To move forward, Ticketmaster needed creative solutions that would enhance its digital marketing capabilities.

Product and brand presence can be the same thing

Ticketmaster’s recent growth is driven by one simple reality: Its product and brand marketing presence are intrinsically linked. From the beginning, its business model was to act as an intermediary between clients who host live events and fans who buy tickets. As digital capabilities became the norm, however, Ticketmaster’s only path forward was to expand and enrich client-fan relationships while addressing the modern needs of each group.

From a brand marketing perspective, Ticketmaster achieves these goals by simultaneously applying three techniques:

  • Expand digital services: Ticketmaster is doubling-down on the inherent benefits of a digital platform and smartphone-friendly world to better serve customers wherever they are.
  • Manage fan identities: Ticketmaster creates fan identities – detailed profiles of events fans attend and how they interact with the platform – to optimize their marketing efforts.
  • Forge brand partnerships: With the right partnerships, Ticketmaster can guarantee exclusive events and business opportunities while expanding its brand visibility.

Ticketmaster presence and fan identities

The core of Ticketmaster’s modern strategy lies in its Ticketmaster Presence service. Described as a “fan identity platform,” the aptly-named Presence was introduced as an online service that replaces paper tickets with digital passes. In practice, however, it includes additional features that serve fans and enhance client marketing efforts:

  • Secure digital tickets: Ticket fraud is a major hurdle for any digital distribution platform. Ticketmaster addresses this with a detailed user authentication process to verify fan identities. Not only does this ensure fans receive their tickets, but it protects performers and venues from fraud as well.
  • Full chain of custody: Fraud protection is just the first benefit of authentication. Ticketmaster’s authentication API also tracks the complete chain of custody for each ticket, collecting valuable marketing insights in the process.
  • Venue intelligence: Managing connections with hundreds or thousands of fans per event can feel insurmountable. Ticketmaster’s venue intelligence platform helps to streamline operations by managing access control and monitoring real-time fan traffic.

Each feature builds trust in Ticketmaster’s platform by emphasizing convenience and security, but that’s only the beginning. Performers and venues also gain an understanding of fans from the authentication API and venue intelligence that improves future events. From there, Ticketmaster’s Account Manager service facilitates communications by creating dynamic web pages with personalized content relating to each event. In other words, Ticketmaster establishes and enriches client-fan relationships with marketing tools that go beyond the initial ticket sale.

How Ticketmaster’s brand partnerships tie everything together

Offering a robust service is a crucial element of Ticketmaster’s success, but it can’t drive 15 tickets per second on its platform alone. It also needs unprecedented visibility — the kind that makes the Ticketmaster brand recognizable even among people who never buy a ticket from them. Ticketmaster generated this awareness by placing a heavy emphasis on brand partnerships with YouTube, Spotify, and many others.

What’s vital about Ticketmaster’s partnerships is the way they simultaneously drive both customer experiences and transactions. In one example reported by Total Retail, fans listening to Spotify artists can receive notifications about upcoming live shows they’ll perform in the surrounding area. With a click, these fans will view an integrated Ticketmaster page that includes all purchasing details. Once again, the product and brand marketing experience are virtually identical.

“Demand and enthusiasm for live events is global and multidirectional,” Ticketmaster senior VP and general manager Dan Armstrong told Total Retail. “By integrating with marquee streaming services, e-commerce sites, and global social platforms, including Facebook, Spotify, Groupon, Amazon Alexa, BandsinTown, Samsung, and YouTube, Ticketmaster helps fans connect with their favorite artists, teams, and performers. These integrations help artists that work with Ticketmaster sell incremental tickets.”

How Ticketmaster’s strategy helps it survive coronavirus

So, in practical terms, how strong are the client-fan relationships that Ticketmaster cultivates? In 2020, you’d be hard-pressed to find a better test case than COVID-19. The coronavirus pandemic didn’t merely limit in-person operations; it challenged the industry fundamentals as live shows and sporting events were canceled for the entire year.

Ticketmaster seems to be addressing this challenge, even as COVID-19’s threat continues. After a sudden revenue drop when the pandemic began in March 2020, the company is already recovering. Ticketmaster is making an effort to refund tickets for canceled events, yet strangely enough, most customers ignore the offer. An astounding 86% of fans are keeping existing tickets, two-thirds of which intend to apply them to replacement events in 2021.

If we take nothing else away from Ticketmaster, building relationships is crucial for any business. While it’s too early to say growth will continue unabated over the next two years, Ticketmaster benefited from its banked goodwill and the trust of fans and clients. The willingness to listen to customers and understand their needs created a level of trust that can survive a global pandemic. If Ticketmaster can achieve that during mass shutdowns, perhaps we can do the same.

Customer marketing challenges and opportunities

The post Ticketmaster and the Power of Relationship Marketing appeared first on Post Funnel.

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9 Digital Marketing Experts You Need in Your Virtual Team

Source: https://www.autogrow.co/how-to-hire-a-marketing-team/

A digital marketing team is like a toolbox.

You see, a toolbox is a box (duh) with specialized gadgets that let you tweak, fix, and create anything much more easily. 

Want to build a new dog house? Tune up a bicycle? Put together a new bed frame? 

You need a full-blown toolbox to get it done right

And for making your business a shining success story, you need a digital marketing team to help you achieve just that.

And when building your digital marketing team, you can go with a single marketer who dabbles in every stage of a campaign. And that might be perfect for especially small businesses or startups that are just starting out. 

BUT for everyone else (you!), it’ll take a full-stack team of experts in your digital marketing toolbox to get the best results for your business. 

That’s why in this article, I’ll tell you:

  • The 9 key digital marketing experts you need in your virtual team.
  • How each role will help you make your business a shining success story. 
  • And how this one single tool can save you time, money, and facilitate your company’s growth by hiring the talent for you.

And as an agency, marketer, or entrepreneur looking to scale, you should ask yourself this

In a rush? Want to download this article as a PDF so you can easily take action on it later? Click here to download this article as a PDF guide.

 

First Off: Do You Even Need to Hire a Digital Marketing Team for Your Virtual Staff? 

Yes! 

More likely than not, you probably do. 

For a lot of you entrepreneurs out there, the do-it-yourselfer in you is probably thinking, “Well why do I need to hire anyone at all? Can’t I just do this myself?”

And the good news is, you could!

With enough elbow grease, research, and good ol’ fashioned grit, you could certainly handle all of your marketing on your own. 

In fact, one survey from financial company Fundera found that 70% of small business owners and entrepreneurs work more than 40 hours a week. 

Source

Plus, 19% work more than 60 hours

And on top of that, according to the same survey by Fundera, 81% of business owners work nights. 

Over 89% work weekends and 57% of those frequently work weekends.

Source

That being said, most entrepreneurs and business owners like you find that you simply don’t have enough hours in the day to tackle every single task on their to-do list. 

What does this mean? 

Sure, sure, entrepreneurs are busy. 

We all know that. 

But more importantly, entrepreneurs have a hard time delegating

No matter how hard you try, a single person simply cannot run a successful business alone. 

And in order to succeed, you need to learn to delegate. 

That way you can spend your time more wisely in other areas of your business. 

Properly delegating tasks is a significant predictor of high growth too. 

Gallup found that among Inc. 500 company CEOs, those with a high delegator talent achieved on average 112% points greater 3-year growth compared to CEOs with limited or low delegator talents. 

Added to that, adept delegators also generated 33% greater revenue than those with poor delegation skills. 

The point here is clear: entrepreneurs, small business owners, and CEOs in general need to learn to entrust pieces of their business to others in order for it to grow. 

And that includes digital marketing. 

So yes, you do need a digital marketing team. 

You could spend some time going through tips for recruiting virtual employees.

But we know the hassles you face daily trying to avoid the bad hires and creating the perfect skill test template for new applicants.

That’s why…

There’s a Solution for All Your Hiring Needs & Digital Marketing Projects…

Yep. You don’t have to do all the hiring on your own.

If you don’t have the time or money to invest in your hiring process, there’s always a solution.

And that’s AutoGrow.

We are like project management software but with proven pros already inside ready to work. 

You don’t have to worry about hiring. We take hiring off your plate.

You don’t have to worry about completing the work. We take all your digital marketing tasks off your plate.

You don’t have to worry about money. Our pricing packages are super affordable.

You only need to submit through our convenient web app unlimited requests for emails, landing pages, funnels, graphics, ads—anything! 

Then it’s done for ya!

And we’ve already earned a fistful of testimonials…

But if you prefer taking care of your hiring process from top to bottom, the question is, how do you hire a digital marketing team in the first place?

So… Which Skills Do You Need to Look for in These Digital Marketing Experts?

Depending on the size of your business, you may be able to skate by with just a single expert to handle all of your marketing needs to start. 

But as your business grows, you need a virtual team skilled in…

Your digital marketing experts should handle all small-scale marketing tasks on their own.

However, while a single marketer may be somewhat skilled in lots of different aspects of digital marketing, they likely won’t be experts in any of them. 

It’s like the old saying goes, “Jack of all trades, master of none.” 

As a result, your marketing efforts may result in some new business, but certainly not at the same level as if you had a full-stack team. 

Added to that, a single person can only handle so much in a day. 

And that means a single project is going to take a lot longer to complete. 

With a full-stack marketing team (toolbox), your business can tackle bigger marketing goals faster. 

And since a well-made team is composed of experts in their fields, your business will likely be much more successful too. 

Alright, now that you’re ready to assemble your marketing team, it’s important to know which roles you need to start filling. 

Depending on your goals, you may need more team members than the following or fewer. But in general, these roles will cover the full gamut of your perfect marketing team. 

Final word: if you really want to start seeing results, hire these digital marketing experts.

#1 Digital Marketing Team Role: Digital Marketing Strategist

This is where your entire digital marketing campaign begins. 

Where should you start advertising? 

What will your target market respond to? 

How should you position your business to bring in the most customers? 

These are all questions best answered by a digital marketing strategist. 

A strategist will be able to evaluate your market and develop a complete campaign around it. 

They’ll also use a variety of marketing methods to attract, nurture, and convert your audience, including:

For instance, at AutoGrow, our Digital Marketing Strategist (we’re hiring btw) has a very important role. 

One of the most important ones is creating our clients’ lead generation sales funnels (or any other funnel diagram like coaching sales funnels), and conversion pushups.

Here’s the checklist we use for this Marketing team role that you can model for your business…

Your Team Without a Strategist: Your marketing campaign will be directionless and likely won’t attract the right audience for your business. To make matters worse, you probably won’t figure out that your campaign is doomed until you’ve already spent weeks or even months building it.

#2 Digital Marketing Team Role: Highly Organized Project Manager

A project manager is your marketing team’s accountability expert.

They’re detail-oriented, organized, and able to spot bottlenecks and project snags before they become a serious problem. 

They’re also effective communicators that are able to clearly state expectations so that everyone’s on the same page. 

A skilled project manager will have two goals specifically in mind: 

  • To make sure a project is completed on time
  • To make sure a project is completed under budget

“How much can a project manager save my business,” you ask? 

Well, according to the Project Management Institute, organizations that invest in proven project management practices waste 28X less money than other organizations. 

Source

One more time for those of you who couldn’t hear me in the back: project management helps you waste 28X less money!

Your Team Without a Project Manager: Your marketing campaign may bring in your target market and actually lead to new customers. However, it likely will not be completed on time and will probably run way over budget without anyone there to keep track of spending. As a result, even new customers won’t be able to offset the time and resource costs enough to call it a success. 

#3 Digital Marketing Team Role: Designer

Designing a lead magnet as part of your digital marketing strategy? 

Haven’t yet updated your website? 

Considering advertising on Facebook or LinkedIn or any other platform that allows ads in pictures? 

You need a designer

If visuals come into the equation at any stage of your marketing campaign, it’s critical to have the right designer to make sure your aesthetics are spot on. 

Because whether you like it or not, first impressions are highly visual. And if your audience is immediately put off by your design, it could cost you money. 

Need more proof? Check out these design statistics. 

  • Adobe found that if the content on a website is unattractive in its layout or imagery, 38% of users stop engaging completely. 
  • 48% of people cited that a website’s design is the #1 factor in determining the credibility of a business according to Blue Corona

The takeaway here is clear: sharp and eye-catching design counts.

For AutoGrow, design became a bottleneck for us not so long ago.

Specifically, landing pages submitted weren’t meeting the standards we set up.

So we created the checklist below for any new designer that’d join the team.

Your Team Without a Designer: Your targeting’s spot on and your project is moving along according to schedule. But upon launching, you aren’t getting nearly the rate of engagement you planned for. And in fact, most users who engage with your content only stick around for a few seconds—just long enough for your design to leave a bad taste in their mouths. 

#4 Digital Marketing Team Role: Persuasive Copywriter

I may be a little bit biased here but having a skilled copywriter on your marketing team is an absolute must

While smooth and attractive design is without a doubt the face of your business, copywriting is the voice. It’s the personality. And it’s also the content

You need a copywriter who can persuade your readers by implementing copywriting formulas that convert.

After attracting an audience with great design, you still have to convince them to buy from you. And that’s what great copywriting does. 

With the right copywriter, you can… 

Simply put, if you want your marketing campaign to actually convert, you need a solid copywriter. ‘Nuff said. 

Here’s the checklist we use for copywriting at AutoGrow…

Your Team Without a Copywriter: Your ads are getting in front of the right people. Your project is on track in terms of time and budget. And your assets are polished, eye-catching, and make users want to engage. But since your copy is off, when they do engage, it doesn’t take long for them to lose interest. Your messaging is confusing. Your analogies are dated and jumbled. And your brand’s personality is… well, off-putting. So conversion rates suffer heavily. 

#5 Digital Marketing Team Role: Digital Ads Manager

Most marketing campaigns have at least some paid advertising component involved.

Whether it’s advertising on Google, Facebook, LinkedIn, or any other platform, using paid ads to fuel your sales funnel (at least in part) is practically a given these days. 

And if you want to do so effectively, you’ve got to know how to use these platforms effectively.

For example, you may have your target audience defined thanks to your Digital Marketing Strategist. 

But how do you actually reach them through Google Ads? 

How do you create retargeting strategies?

What specific keywords are they searching for? 

And which of those keywords are the most cost-effective options for you to start targeting?

Not only that, but each platform also comes with a long list of technical specifications. 

Character counts, image size limits, text-to-image ratios—they all come into play. 

And if you don’t have an intimate knowledge of these specifications, your ads can end up warped, cropped, and entirely ineffective. 

And finally, there are the advertising best practices. 

Keep the copy clear and short. Avoid super salesy gimmick words. Don’t overload your audience with multiple CTAs or claims.

Because what might work in long-form copy could actually alienate your audience in short advertisements.

#6 Digital Marketing Team Role: Detail-Oriented Quality Assurance Specialist

Alright, so you’ve got your ad manager, your copywriter, your designer, your project manager, and your strategist.

That should be enough to create a tight and high-converting ad campaign, right?

Maybe.

You may get lucky and strike all the right chords, catch all the small slip-ups, and nail your audience expectations on the first go. But odds are, you won’t.

  • Your copywriter might use a term they think is universally understood, but really isn’t. 
  • Your designer might create what they think is a visual masterpiece, but people will actually find it chaotic and unappealing. 
  • Your strategist may insist on a marketing direction they think is a home run, but for your audience, it’s an infield fly ball (and an easy out). 

How can all this go unnoticed? 

Experts are still people. And many times, they can be too close to the work to see the glaring errors.

A Quality Assurance Specialist serves as that extra pair of unbiased eyes. 

They’re masters of seeing an ad, a landing page, or an email campaign from the customer’s perspective. 

And with a talented Quality Assurance Specialist, you can learn how to improve conversion rates by catching serious mistakes (we call them zero multipliers) early on and avoid massive wastes of time and money later.

Your Team Without a Quality Assurance Specialist: Your marketing campaign is finally complete. All your experts sign off on their respective tasks and your campaign is now successfully launched! However, there are some problems… Your copy is missing the mark, your design is awkward and flawed in several places, and the customer flow through your campaign is jumbled and confusing. And as a result, your campaign falls flat, leaving you wondering, “What the heck happened?”

#7 Digital Marketing Team Role: Administrative Specialist

Your time and the time of your team is valuable.

Ads managers are always staying on top of platform and algorithm changes.

Strategists are thinking up new ways to target the right audience.

Project managers are making sure you come in on time and under budget.

Designers and copywriters are… designing and copywriting.

And QA specialists are scouring over your content to make sure it all flows smoothly.

So when you ask a team member to upload their work into ActiveCampaign, contact Clickfunnels’ customer support because the site is down, or take the time to integrate your endless list of tools, don’t be surprised if you’re met with an audible groan.

Because asking your team to do so is taking valuable time away from their area of expertise. And that can slow your campaign way, way down.

Enter the administrative specialist.

This invaluable member of your team handles all that time-consuming background work so the rest of your team can spend their time where it matters most.

But don’t be fooled here.

An administrative specialist is an expert in their own right too.

They have to be able to develop an intimate knowledge of your team’s various tools and processes and stay organized in times of chaos.

They also have to be able to pivot and adapt to new technologies quickly and effectively too.

Your Team Without an Administrative Specialist: Despite having what’s looking more and more like a dream team of marketing experts, your campaign still doesn’t perform as well as you’d hoped. Your team members are held up by a slew of technical problems that they have to solve on their own. And that means they don’t have the time to commit to quality work in their field of expertise. You’re finally able to launch. 

#8 Digital Marketing Team Role #8: Web Developer

This role is often overlooked on a marketing team. 

And that’s a shame because a talented developer can actually help your marketing campaign succeed in a number of ways. 

For instance, they can… 

  • Spot and fix bugs that can make user experiences a real pain
  • Analyze the usability of your content across different devices
  • Create custom content that helps boost conversions
  • Improve your site’s loading speeds (an incredibly important aspect of any high-converting site)
  • Create exciting new ways to interact with your audience

Ensuring a solid user experience is vital for your marketing campaign’s success. In fact, customers who have an unpleasant experience on your website are 88% less likely to return according to web performance company Gomez

And with the right developer, you can be sure your customer experiences are as smooth.

Your Team Without a Developer: It’s done! After weeks and weeks of hard work, your marketing campaign is finally launched. But despite having other digital marketing experts on your team, your campaign still falls far short of expectations. The culprit? A buggy website experience that’s slow to load, incompatible with mobile devices, and ultimately a pain for the customers you tried so hard to connect with. And because of that, users who are enticed by your ads to buy are so turned off by website experience, they forget about your brand entirely. 

#9 Digital Marketing Team Role: VP of Operations

Last but not least, there’s the VP of Operations.

This is a key role in your digital marketing team.

Why?

Because this person will ensure that the other team members are performing their best. It’s your eyes.

Your VP of Operations will supervise all processes and systems and make sure that everything is running and working properly.

And as the CEO or business owner, you need to rely on someone who can take care of supervising the process for you.

And the most reliable team member to do so is your VP of operations!

Your Team Without a Developer: You need to make sure the company runs without you. And your VP of operations is the one working closely with the team members and making sure everything works 100%.

Conclusion

Download the “9 Digital Marketing Experts You Need in Your Virtual Team” so you won’t forget to take action on it later. Click here to download it now.

There you go. Those are the 9 digital marketing experts you need in your virtual team.

See how those exact team roles are the ones who make everything possible at AutoGrow?

 

For most businesses, a successful digital marketing campaign depends on a team of experts who specialize in their particular field. 

Experts like a…

  1. Digital Marketing Strategist
  2. Project Manager
  3. Designer
  4. Copywriter
  5. Digital Ads Manager
  6. Quality Assurance Specialist
  7. Administrative Specialist
  8. Web Developer
  9. VP of Operations

The only question is, do you have the time to find, interview, and hire each? 

Probably not…

But as I said before, at AutoGrow, we actually take care of all your digital marketing tasks for you

No hiring hassle. No HR drama. And no waiting to find the right people for the right roles. 

Just a one-stop shop for all your digital marketing needs. We’re like project management software but with proven pros already inside ready to work.

Now tell me something, what are the key positions in your virtual team? Is there one you think I should include in this list?

Let me know in the comments below

And as always…

Keep AutoGrowin’, stay focused. 

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7 Strategies to Qualify Leads (& Sell to the Right Buyers)

Source: https://www.autogrow.co/7-lead-qualifying-strategies/

Qualifying leads. 

This one is ripe for a Willy Wonka and the Chocolate Factory golden egg reference. 

You remember the movie, right? 

The geese, the golden eggs, the trash chute that ends up being Veruca Salt’s ultimate demise (she was, after all, a “bad egg”). 

But I think this take on lead qualification is a bit too simplistic.

I prefer to think of lead qualification more as what I’m sure you used to do on a schoolyard merry-go-round when you were a kid…

4 to 8 friends and you on the contraption, gripping the bars as tight as possible. 

And WOOSH! One of the riders is hurled off by the ever-increasing g-force. 

Then WHOOSH! Another! Then another!

And the exact same thing happens in your sales process.

In today’s article, I’ll tell you:

  • The exact 7 strategies to qualify leads and filter out the bad ones before you even get on the phone.
  • Why it’s not just one question that shows if a lead is a good fit for your products or service but a process of weeding out weaker prospects.
  • What changes you can implement to qualify your leads past the point of a single question.

But before I start with strategy #1, did you know the importance of this question?…

In a rush? Want to download this article as a PDF so you can easily take action on it later? Click here to download this article as a PDF guide.

Why Do You Need to Bother Qualifying Leads Anyways?

So, first thing’s first: why should you qualify leads anyways?

Don’t you want to bring in as many potential customers as possible?

Isn’t business based on the old tried and true principle of “the more the merrier?” 

No!

While every business wants to pack their pipeline full of leads, the real secret is making sure your business is right for those leads. And making sure those leads are right for you

But when it comes down to it, qualifying leads comes down to 3 major benefits. 

  • It Saves You Time – Simply put, following up on a bad lead is a waste of time. And if you’re like most digital marketers, business owners, entrepreneurs, or pretty much anyone else on the planet Earth, your time is super precious. And God knows you don’t want to get 45 minutes into a call only to realize that there’s zero chance that this lead is going to be a good fit. So weed them out now, and save time later. 
  • A More Qualified Lead Is Easier To Close – The more a prospect knows about what you’re offering, the easier it is to sell them on it. Plus, qualifying leads is also one of the biggest time-vampires for your sales team too. In fact, Hubspot points out that more than 1 in 5 salespeople report that qualifying a lead is the biggest challenge in their job. 
  • Selling Too Early Can Hurt Your Long-Term Relationship – When a prospect is ready to buy, the next step is to talk to a salesperson. They’re here, they’re playing ball, and they’re looking to get the information they need to get the product or service they want. But what if they aren’t ready to buy… and they still get hit with the sales pitch? They’re more likely to scatter, never to return again. And as Salesforce points out, a whopping 62% of customers say they’re likely to share their bad company experience with othersso it’s probably hurting your reputation too. 

As you can see, there are some major benefits to tightening up your lead qualification process. 

Not only will it save you and your team loads of time when it comes to getting buy-in from prospects.

But it’ll also ensure that you aren’t sabotaging the possibility of a working relationship with leads or their contacts further down the line. 

7 Qualifying Strategies for Weeding Out the WRONG Leads

Okay, okay. Qualifying leads is super important. That’s great. 

But what can you do to make the qualifying process easier? 

What kinds of elements should you add to your sales funnel to weed out the duds and hold on to the studs

Well, let’s take a closer look, shall we?

Qualifying Strategy #1: Ask Qualifying Questions (Duh!)

57% of B2B companies say converting qualified leads into paying customers is a top priority according to MarketingSherpa.

Source

And if you want to better qualify your prospects, start by asking them qualifying questions before they can contact your sales team. 

This one shouldn’t come as too much of a surprise to anyone, right? “If you want to do the thing you want to do, try doing the thing you want to do.” 

Duh. 

But the truth of the matter is that so many businesses are still just taking any leads they can get, and sift through them by hand later. 

The smartest businesses (often with the best sales funnels) on the other hand, include at least basic qualifying questions to filter out the right prospects.  

And don’t be afraid to make your qualification questions lengthy (within reason of course). 

The more effort a prospect has to put in to start working with you, the more likely they’re going to be to sign on when it comes time to buy or bail at the end of your funnel. 

Once you’re onboard the qualifying questions train, it’s time to start asking the right questions to help keep out the riff-raff. 

Now, you’ll want to start with the basics, of course. Name, email address, business name, industry, etc. 

After that, there are a few different question frameworks to choose from. 

The first, known as the BANT (Budget, Authority, Need, Timeline) qualification framework was actually developed by IBM

Because it’s short, easy to remember, and gets to the heart of things, BANT is the tried-and-true choice for plenty of businesses out there today. 

Alright, let’s break BANT down a bit. 

  • Budget – How much is your prospect 1) willing and 2) able to spend? Too little to fall into your price range? Give ‘em the ax (metaphorically, of course). 
  • AuthorityDoes this lead actually have the power to make the buy-in decision? Or do we need to bring someone else into the conversation?
  • NeedDo they actually have a need you can fill? If not, better to find out now rather than 20 minutes into a sales call. 
  • TimelineWhat kind of schedule are they on? Does it align with yours and your service’s?

BANT is great because it’s simple. But if you really want to dive deep into the details of a lead, you could always adopt other more complicated systems too. Below are just a few to consider, as pointed out by Hubspot

  • MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion)
  • CHAMP (Challenges, Authority, Money, Prioritization)
  • GPCTBA/C&I (Goals, Plans, Challenges, Timeline, Budget, Authority, Negative Consequences, and Positive Implications)
  • ANUM (Authority, Need, Urgency, Money)
  • FAINT (Funds, Authority, Interest, Need, Timing)

Qualifying Strategy #2: Create An Engaging Demo Video

Asking questions isn’t the only way to qualify your leads though.

And one other method that’s been surging in popularity for years is including a demo video right on your sales page or website. 

A well-made and eye-catching demo video can grow your sales by 30% and is great for a couple of reasons. 

  • It Answers a Few Obvious Questions – A demo video gives you the chance to more clearly explain your product or service, how it works, and what benefits it can bring to the life of the customer. The more questions you can answer for a prospect, the easier it will be for them to tell if your service is a good fit for them. And no wasted time for your sales staff.
  • It Adds an Extra Layer of Personality – This is the perfect place to put you or the face of your company up close and center stage. The more of a human connection you can make, the better. Plus, the music you add, the video or animation style, the charisma of the voice-overthey all help shape your company’s personality. Just please, please don’t use oversimplified cartoons with a ukulele playing in the background. There are already at least 25 million corporate videos out there with the exact same style littered across the internet. 
  • It’s a Great Way to Drive Engagement – Solid side benefit here. People love videos. Like, a lot. Forbes says that the average user spends 88% more time on a website with a video. Wyzowl found that 72% of people would rather use a video to learn about a product or service than text. And when it comes to a memorable CTA, an astounding 95% of viewers were more likely to remember a call to action in a video compared to just 10% with text according to Insivia.

So take the time to create a demo video for your homepage. 

Not only will it answer your prospect’s questions and help qualify them. 

But it’ll also give you an edge on being more memorable and more engaging too. 

Qualifying Strategy #3: Build A FAQs Section Into Your Sales Page

Piggybacking along with the last tip, one of the best ways to qualify leads is by answering all of their questions before you send them over to sales.

And the most efficient way of doing that is by popping in a frequently asked question section. 

FAQs are perfect for getting a little more into the weeds and answering common concerns about your service quickly. 

How will I be charged? BAM! It’s in the FAQs… 

How do I turn on a specific feature? POW! Right in the FAQs, baby… 

Does your company have a return policy? KABLAAM! Question #4 in the FAQs… 

No need to get sales involved and no need to waste their time answering questions. 

The trick, however, is knowing how to write not only a FAQs section that answers questions, but that also helps sell your product along the way.

Here are a few FAQs tips that will help grow your sales along the way. 

Qualifying Strategy #4: Survey the Leads That Got Away

As humans, we’re especially good at identifying patterns. 

It’s what’s helped us go from club-wielding nomads to car-driving, laser-shooting, philosophers, scientists, and artists. 

We’ve still got quite a bit of the baser desires of cavemen in us (re: football, Real Housewives of Wherever, politics in general). 

But it’s our ability to solve problems with the logic that got us where we are today. 

And when something goes wrong, like a lead falls out of your funnel, the logical thing to do is to ask them, “Hey, why’d you leave?”

If you get an “unsubscribe,” ask them what’s making them go. 

If a lead makes it to the last stage of your funnel and abandons the ship, find out what made them jump. 

Because user feedback can actually grow your sales by 71% (it happened to us).

And if their response is based on a misunderstanding or a false perception (e.g., they couldn’t find any info on a feature you actually have), use that information to address their concerns earlier on in the buyer’s journey. 

Feedback is gold for any business

And the more you take it into account, the better you can tweak your marketing to cater to the right prospects. 

And as Salesforce points out, a whopping 62% of customers say they’re likely to share their bad company experience with others.

Source

So avoid that at all costs.

Qualifying Strategy #5: Set a Clear Price Point

While talking about money may be uncouth within certain circles, you’re running a business. 

And money, well, it’s just a part of the game. 

A big part. The biggest part. 

So when you’re browsing a company’s website and are getting more and more excited about working with them, there’s nothing more infuriating than not being able to find a price point anywhere

It’s like they’re actively hiding it from you. 

And in all likelihood, that means that they have something to hide (an eye-popping price tag, maybe?). 

In order to avoid that frustration and help ensure that your leads can actually afford your services, you’ve got to include a well-made pricing page. 

See ours?

Or at the very least, a ballpark price point that your leads can focus on. 

No matter which you decide to go with, price anchoring is a great way to set expectations early and make your product or service appear far more affordable.

Qualifying Strategy #6: Be Blunt About The Basics

In your business, you know what works and what doesn’t. 

Even if you haven’t blatantly set them yet, there are limits to what you can work worthrequirements that simply must be met in order for you to get the results your clients are after. 

For instance, at AutoGrow, we only work with clients that can afford a specific minimum monthly ad budget.

We take care of our clients’ digital marketing tasks so they can focus on growing their business and achieve the results they’re after.

Because if their budgets are any lower than that, we won’t be able to help our clients bring in the leads needed to get the kinds of results they’re aiming for. 

And every business has baselines like these.

So why not call them out?

Be blunt about what you require to get your prospects the end-result they’re after. 

Do you need responses and feedback within a certain number of days after finishing a prototype? Say so. 

Do you only work with companies that already have a program framework in place for you to build off of?

Put it smack dab in the middle of your homepage. 

If there’s something about a prospective client that instantly disqualifies them from working with you, say it loud and say it proud.

Because it’s only going to save time and resources for your sales team at the end of the day. 

Qualifying Strategy #7: Call Out the Industries That Are a Good Fit–And the Ones That Ain’t

And last but certainly not least, be specific about who you work with and who you don’t

Yes, yes. This touches on the age-old question of to niche, or not to niche.

And a lot of businesses out there are sensitive to the issue. 

But the truth is that in order to grow efficiently, it just makes good sense to appeal to a certain niche market rather than casting a wider net.

So the sooner you do find your business’s ideal niche market, the better. 

But once you do, be sure to call it out on your website. 

Are you a SaaS business that only serves building materials manufacturers?

Or a transportation company that only deals in medical materials?

Or an adult-oriented magician that doesn’t do kids’ parties?

Call out specifically who you do and who you don’t work within your marketing materials.

This is especially important advice for that last example. 

Conclusion

Download the “7 Strategies to Qualify Leads (& Sell to the Right Buyers) ” so you won’t forget to take action on it later. Click here to download it now.

So there you have it. 7 strategies for qualifying leads and filtering out the bad ones before you even get on the phone. 

  • Qualifying Strategy #1: Ask Qualifying Questions & Ask the RIGHT Qualifying Questions
  • Qualifying Strategy #2: Create an Engaging Demo Video
  • Qualifying Strategy #3: Build a FAQs Section Into Your Sales Page
  • Qualifying Strategy #4: Survey the Leads That Got Away
  • Qualifying Strategy #5: Set a Clear Price Point
  • Qualifying Strategy #6: Be Blunt About the Basics
  • Qualifying Strategy #7: Call Out the Industries That Are a Good FitAnd the Ones That Ain’t

In our experience at AutoGrow, these 7 strategies have worked out the best for us.

And in fact, these tips have helped us tighten up our processes, bring in the right kinds of clients to keep us growing, and even led us to improve client retention!

So go out into the world and don’t be afraid to start disqualifying today.

Because the better you are at that, the more likely you’ll be to find your golden egg. 

Now tell me something, what kinds of qualifying strategies have you used in the past?

Which one of these 7 are you already planning on implementing?

Did you also find Willy Wonka and the Chocolate Factory creepy and kind of dark for a kid’s movie? 

Let me know in the comments below!

And if you need help building a sales and lead generation funnel that will end your lead-gen worries for good, then check out our 6-Figure Sales Funnel Training in our Marketplace.

And as always…

Keep AutoGrowin’, stay focused.

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