Surveys - Pre Purchase Phase: Qualifying Leads

Even If you’re in B2B, you’re still selling to individuals within a company. Qualifying leads and selling to them are similar across industries. By qualifying a lead you can tailor the prospect’s experience with your company and whether you need to nurture them or change the solution to match their specific needs.

If you don’t qualify your leads you can waste a lot of time following up and attempting to sell to prospects that aren’t a good fit for your company.

You might even miss the opportunity to identify a hot lead (one that’s really ready to purchase). 25% of the leads that come in statistically are sales-ready and should be capitalised on while they’re still interested. Even the hottest leads can cool off in a hurry without contact.

Example of a good Lead Qualifying Survey: https://surveyanyplace.com/eneco-lead-generation-survey/

Your prospect may go to your website. They can then show intent of purchase, to some degree by filling in a lead form on your website. The lead form might be what the prospect fills in to download an ebook from your site or a contact us form. Sending a survey now, can help you find out who is ready to buy and who may need a little more nurturing before they’re willing to commit.

Establishing a relationship is the most important part of closing a sale. People only purchase from those they trust.

By making each of them feel special and relating the conversation to them specifically can help you in closing the deal.

For example if you find out the reason why they are holding back you could put them into an automated email sequence that highlights how your offering caters to their needs.

This might be a simple area, especially if it’s a fast moving consumer good or if it doesn’t require a lot of consideration before purchasing. If it’s a B2B transaction or the prospect is still working out what the solution could be, here’s the perfect place to uncover what their problem really is.

Finding out their budget, might not necessarily mean no sale if you’re too expensive, it might mean that you need to work in bite sized chunks (stages) so that they can afford it, or offering them solutions to help e.g AfterPay.

You ultimately need to make sure that you’re talking to the person that will make the decision. If you’re trying to convince a new lead to find out they then have to convince the decision maker - it’s harder to get the sale. Some of your benefits may get lost in translation, or the decision maker might have different pain points that they need a solution for.

By determining what the timeframe is for the prospect, you have a better idea of where they are in the buyer’s journey. It can help put a stop to any timing errors or miscommunication, before there’s any issues.

You might not get an exact time, but how you deal with someone wanting to start in a year compared to next week will determine how you interact with them.