Your website is generating leads, but most of them are shit.
I hate to say it, but that's what happens with almost all businesses.
I don't care if you're selling something for 10 dollars or a million dollars.
Most the leads you generate are going to be crap.
I'm Neil Patel, and today I'm going to teach you to qualify your leads.
The last thing you want to be doing is wasting your time following up with leads that aren't
So, what you want to do is make sure you ask people all of the right questions.
Most people are like, "Oh, I just want their name, phone number, and email address."
If you just get that, how do you know if that lead is qualified?
Why not ask them simple questions, such as, how can I help you?
Or, fields that qualify them.
For example, in my business, we ask questions like, "What is your revenue?
What is your profit?
What do you want to accomplish in the next 12 months?"
We even ask them questions like, "When are looking to get started with marketing?"
If they say they're looking to get started in a year, that's not really a great lead.
If they say they want to get started within the next month, that means they're hot and
they're ready to move.
We even ask them questions like budget.
I was talking with a buddy of mine, Ryan, who runs marketing at HubSpot.
He was telling me how, in many cases, they ask people 15, 16, even 20 questions, or they
have 20 fields within their forms to make sure that when someone submits a lead, they'll
quickly know if it's qualified or if it's not qualified.
Another way that you want to do to make sure that you're qualifying your leads is using
With Clearbit, it'll give you data on that lead, that person.
It'll tell you what company they work for, their job title.
This way you can cross-reference it with what they've filled in.
Or, if you didn't ask all of these questions, at least you'll have that data.
For example, if you know that your buyer is ideally a manager or a director level position
within a company, but the person who filled out a lead is a associate, it doesn't matter
if he works at a really large company.
Unless he can get his supervisor or boss on the call with him, there is no way you're
gonna close that deal.
That's how you qualify your lead.
And when you're doing this, don't optimize for lead volume.
Optimize for quality.
The last thing you want is tons of leads that are irrelevant and won't make you money.
It's better to have 10 qualified leads than it is to have 200 leads that are mainly all
You want the really good ones because those are the ones that can generate you revenue.
So, as a marketer, don't just optimize for lead collection, optimize for quality leads,
and how many of these quality leads can you get.