Getting leads is one thing but they are worthless if they don't become paying customers or potential customers in the future.
I am going to show you 5 ways you can get quality leads from your marketing campaigns that most ad agencies are not generating for you.
We love using two things to help prequalify our leads on our funnels.
1 is Quiz Forms
1 is Application Forms
1. Quiz form
This funnel is one of our best funnels that generates high conversion rates ranging from 10% to 70%.
See the screen below of one of our client's accounts that has a quiz form generating her
She owns a yoga studio and we generate leads for her business using a quiz/survey funnel.
It goes like this.
Step 1: They answer a few questions about themselves (which qualifies them to become a potential client)
Step 2: If they finish the survey and answered correctly it will redirect them to a booking page. If they finish the survey and answered incorrectly or just not the type of answers we were looking for it will redirect them to a thank you page that educates them about the brand.
So the ones who answer the survey with the right answers that qualifies them to set an appointment therefore the only leads who are setting appointments are the ones who have been prequalified.
Click here to take a test drive and see for yourself.
2. application form
One of the old school funnels that still works. The key to making it work for you is to make sure you "ask" the right questions in the application.
The application is the second step of the funnel. Ideally the first step of the funnel goes like this:
Step 1: They consume the landing page and get content about what they are getting and sign up with just a micro commitment step (name, email, phone).
This is considered just a "Lead." Someone who is interested but nothing more. They need nurturing, and your email and sms marketing should help pull them through the process. The emails and text should also redirect them back to the application page to complete it after they have consumed enough content.
Step 2: Once they fill out their details they go to the next page and complete an application form.
The application form should ask them "full detailed" questions that they have to write in text box formats. This helps you get the best quality possible as they have to consume the content on that page in order to fill it out.
Let's face it. You can't answer a question unless you read it.
Consumption on the page is around 90% therefore you will find many applicants becoming fully qualified about what they are signing up for versus just a lead form.
But, you still need to ask them the write questions such as if you have leads who tell you your business is too far away then you can modify your application form and state:
1. Are you willing and able to drive to our location to receive our services located at 123 Main St. (right off of Highway 41 exit 9 by the new walmart). And they can type in the text box yes or no.
You can also go into detail asking them "how far are you from our location 123 main st.?"
This in-turn helps get them a full understanding of your location instead of a yes or no answer.
Try your best to remove yourself from yes or no answers as they often get leads who would like to fill out the form quick just to see what's on the next page.
Click here to review an example of my application form.
3. Ad copy
Ad copy is one of the most important ways to help you generate quality as well.
The ad copy will help you increase your chances of getting a "qualified click" over to the funnel or form. And then the qualified click can potentially turn out to be a qualified lead.
Inside of the ad copy be very specific with who you are looking for, the pains and problems they are facing. Who this program or service is for and who is it not for.
As well as what type of results they can expect to get from your services and a timeframe of when they will receive it.
This will help you get a better qualified click. It's not 100% however as you will sometimes get worm clicks or curiosity clicks but it will help increase the percentage of quality a lot more.
Example of an Ad that generated better quality leads for a fit pro.
From this client's sales calls he main objection was people thought they didn't qualify for this program because they were either out of shape, new to exercising, and was intimidated.
So the copy on the ad was modified to let them know we can accept everyone who is interested therefore increasing his qualified clicks.
Opt in rate stayed relatively the same but his application rate increased by 9% and the quality of applicants increased dramatically.
4. ad targeting
For local businesses and even for online businesses we ideally got geographic specified with our approach.
We started to target specific peak cities, and location within cities that aided us in getting qualified traffic to the funnels.
The areas were often some of the financially wealthiest areas, to modern sized homes, along with areas within the city where most of his clients came from.
This helped us target a more qualified audience. Facebook often shows the ads to the more likely clickers, or converters therefore they are not always qualified.
Getting more traction with where clients were coming from helped aid us in targeting locations, and markets that we knew were the more likely spenders.
likes and interest
Likes and interest didn't really aid as much as behaviors and age groups. We went broad with lookalike audiences and went detailed with location targeting.
Location targeting is key and is one of the best ways to segment multiple audiences so that you do not have too much audience overlap (in which Facebook will penalize you for nowadays).
Rest assured. You will not always get sales from leads who signed up yesterday.
This is common.
People are not always ready to commit and you have to understand what it takes, how much retargeted touches, emails, sms, messages it will take to get them to say "yes."
Everyone you encounter should be added to your list so that you can email market them "for the rest of their life."
You'd be surprised people who sign up today may convert next year.
People who are getting content from you, especially "quality content," will start to establish you as an authority and believe more and more you can help them.
They will begin to believe you can solve their problems and you may be the best solution for them to go to regardless of price.
You need to email market them content, help them in the emails solve problems, show proof that others are getting great results from you, educate, give value, build trust and reeducate.
Communicate, ask questions, give advice, and start conversations that will eventually lead to sales.
People will not normally buy from you if they have a question not answered.
Your email and sms marketing will help solve that.