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How To Prequalify Sales Leads On The Internet Automatically

November 24th, 2009 Posted in B2B sales lead generation, by an author

By Steve Warshaw

Making The Most Out Of Your List

Any successful Internet Marketer will tell you that “the money is in the list.” The list, or sales leads list, is simply a list of people’s names along with their contact information such as email address, and / or telephone number.

The purpose of all of your Internet advertising such as placing pay per click (PPC) ads, optimizing your website for the search engines (SEO), and whatever offline advertising you may be doing is to build your sales leads list.

Unfortunately for us, just having a huge sales leads list doesn’t mean we’re going to sell tons of product and make a ton of money. There is an intermediate step between attracting a sales lead and making a sale… Prospecting.

Prospecting

Prospecting in simple terms is the process by which you contact your sales leads and work with them to determine if your product meets their needs. Often times, the process of prospecting is called building a relationship.

I will be writing a prospecting guide soon. Be sure to subscribe for updates to this topic.

Pre-qualification – The Internet is Your Friend

In live sales, it is very easy for a sales person to research their target market, figuring out who needs their product, and then pitching their product to customers who will most likely buy.

Doing this on the Internet however is much trickier. Often times, you have less than 7 seconds to capture the attention of the person who comes to your site, or who reads your email. To make things more difficult, you may have done the best job possible targeting your ad campaign and still have random people looking at your ad.

However, all is not lost. There are many tools available for you to pre-qualify your sales leads so that you can spend most of your time prospecting the most appropriate lead.

Here is one method I use, and it is so effective that I can’t believe everyone doesn’t use it.

How To Pre-qualify Sales Leads – UMG Style

The process is very simple. You will need the following resources:

1. A lead capture / Squeeze page

2. An auto responder service.

3. Some HTML knowledge

4. An HTML editor

If you are unfamiliar with these marketing tools, please take a moment to check out the Internet Marketing & Business Development Program at UMG (link provided below)

Here’s how the process works.

1. On your lead capture page, place the auto responder form. You should only capture the lead’s name and email address.

2. On the auto responder thank you page (the page where the lead is directed after filling out the form), add your thank you message and how to get any freebies you offered

3. (Here’s where you pre-qualify)

Create another auto responder form that works like a survey. Here you will capture the lead’s name, phone number, address, and email address. You will then add a 5 to 10 question survey that is related to the product you are trying to sell

Sound Simple?

The preceding example gives you the nuts and bolts of pre-qualifying your leads online.

You will need to optimize your double opt-in process and your thank you pages so that the lead does not get confused.

If you use a high-end auto responder such as Aweber, you can setup auto responder rules to have the user unsubscribe from you unqualified leads list once they complete the qualification form.