The Fierce Business Babe Podcast Ep 106: Attract Qualifying Leads

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In today’s episode I am going to be talking about all things that are qualifying leads. I will discuss why we should pre qualify our potential customers as well as when and when not too. I will dive deep into the qualification process and give you a few examples to help you get started. All this and more!

Attract Qualifying Leads

By: Melissa Lin

Today, we are diving into everything about qualifying leads, how to attract them, how to qualify and what that even means. Today's topic is something that a few of my clients in my programs were actually asking about and I realize that I haven't actually done a podcast episode about this. So it's about time that we dive into how to attract qualifying leads and how to actually qualify your leads. How in the world are you supposed to know whether this random person that you met on social media is a good fit or not to sell? We’re definitely going to go into all of that today.

Pre-Qualifying Your Leads

Now, why do we want to prequalify someone? To actually back it up a little bit more first, What does pre-qualifying somebody mean? So pre-qualifying is taking somebody through whatever system you have, through whatever process that you have, where you only continue that sales conversation with the person if they are the right fit for you and your program, your offer, or your service, and if they are ready to invest and take that next step with you. So why do we want to prequalify?

Why We Pre-Qualify

The first reason is your time is extremely valuable and their time is extremely valuable. So there's really no reason to hop on a sales call with somebody that isn't qualified for your program. You're a business owner, you get to be selective with who comes into your program and this also pushes them to value you and your time more. So if we were hopping on the phone with every single person that slides into our DMs or every single person we talked to that's going to be a lot of time that you're spending on the phone. You want to prequalify because you only have so many hours in the day. You want to prequalify because this shows so much about you and your business. Your time is so valuable and the way that you approach your business, your audience, is also going to see this. They're going to see how much you respect your time and how your business team respects their time and how you put that together and create that environment, that process in your business as well.

When To Pre-Qualify

So what are some of the things that we can start to prequalify for? Like when would you actually want to take someone down this process? So when should that happen and when should we maybe not do that as a business? We like to prequalify for our higher ticket programs. We really want to make sure that everybody that joins our higher-level masterminds or maybe our private coaching is a great fit for the program and the other women in the group, if it's a group. You know, some private coaching packages, not all but some, are six months, some people have 12 month coaching packages or programs that they sell. That’s a long time to be committed to somebody and you want to make sure that they are a great fit. It definitely gets to be both ways. You definitely want to make sure. So we get to check this out. We can check that box by pre-qualifying.

When Not To Pre-Qualify

Now, when would we not want to prequalify? if you were selling a course, something with the buy button, you can pre-qualify in a sense with your content and your sales page and we will definitely get into that in this episode. You don't need to always pre-qualify. We at this moment don’t prequalify for courses we do. In our content, our messaging, our Instagram stories, in the sales page, we do address who is perfect for and who it is not perfect for. However, anybody can come and purchase what we have available for them. However, if you are hopping on the phone with many people, after many people, after many people and they are a fit, however, you're not able to close them. That's more of a sales conversation that we get to have and handling objections and closing that sale and converting. That's a whole different subject.

How To Pre-Qualify

So how do you actually pre-qualify somebody? What can that actually look? Social Media gives us so many tools and so many resources. I feel like Instagram, Facebook, and all of the other platforms too, give us so many new tools throughout the year and they want you to use them. So if you were chatting with somebody in the DMs already, you can pre-qualify them right there in that message by asking them to direct pre-qualifying questions right then and there. You’re already in a conversation. Why not? And I'm going to be sharing some example questions with you in just a few minutes. So get your pen and paper ready.

So you can do that or you can send them to a direct form to answer those questions. We've done both. Personally, if I'm already in conversation with somebody, I like to pre-qualify in my conversation with them instead of sending them to another platform and then booking a call. I like to avoid and keep things on as few platforms as possible, right? If you're sending your potential client from Instagram to typeform, then email to Acuity, back to the DMs, Back to typeform, whatever that process looks like, we want to streamline that. We do want to make it as easy as possible for our ideal clients. We want to make it a seamless, seamless process for them. We want it to feel easy. If it's complicated, they may stop around Step 2 or 3. So we want to make it very, very simple and very easy for them. So again, we've done both. I like to pre-qualify in the DM if I'm already in conversation with somebody, however when they see an email from us and then go to our single page website and then go through the pre-qualification process on their own, which is totally okay, we will then take that process and go through and finish that process.

So, we want to give our audience multiple ways to qualify for our programs. Again, as I mentioned, the easier we make this process, the better. So we want to have this available in many forms. So, in conversation in the DMs, right, throughout our launches. We will also make notes in our Instagram stories. Who our programs are so perfect for and who they are not perfect for. Again, doing this is you pre-qualifying and letting the audience know that hey they can DM you, they can DM us with any questions and we always have our sales pages available.

I would definitely recommend having this if this is the program that you've launched a few times you have a sales page for hot deals available for them and that link in your bio where they can go and fill out an application form. People poke around, people can find things and if they want it, I guarantee they will find it. We want to give them multiple Avenues because not everyone is going to want to DM me right away. They may want to poke around on your sales page first. They may want to go and poke around and look through your emails that you sent out recently. There are so many different avenues and you want to give them those different avenues. Not everyone is going to take the same avenue, one will DM you, another will find your application page on their own and go into that. There may be some that have questions before they want to take that application route and so there's just so many different ways and you want to have a few available for them.

So what are some additional ways to pre-qualify? You can pre-qualify right on your sales page. You can let your potential client know exactly who your program is for and exactly who your program is not for. We want to make this as clear as possible on our sales pages, even add it to our sales page for a second time. And in the FAQ section, we can get to be clear, clear, clear. Actually, what I'm going to do is I'm going to pull up one of my sales pages right now. So, I’m looking through our Academy sales page and this is the Fierce Business Academy, which is our 12 week coaching program, and this helps you start, build, and scale your online business; online coaching business, online service based business, to $5K months.

What we do in here is we give you the step by step and how to find your nice, how to find your ideal client, how to create your first offer and your other offers, your upsell, your down sells, literally everything and anything you can think of on the front end and the back end of your business. We even go through payment processors, literally everything you can think of, a complete step-by-step. We also support you with group coaching calls and all of that stuff. If you want to hear more, learn more, send me a DM or check out the sales page. Again here, I am giving you multiple avenues. I even have a behind-the-scenes video showing you what it actually looks like on the inside and I can send that your way too. Send me a DM over Instagram or Facebook, wherever we’re friends, since we are friends in one of those areas.

So I'm going to read through this example. So on our Academy sales page, this tells you exactly who it's for. So it even says this program is for you if, and I’m extremely clear, IF... If you're driven and have the fire to do what it takes to be successful. If you do the work full in and committed with an open mind to changing your core beliefs that how you run your business and how it gets to be which sometimes gets to be less and in most cases and gets to be less. I love simplifying, I love to help my girls simplify their businesses. So definitely, definitely this is for you. If you like Clarity on the actual action steps needed to build a coaching or a service-based business, if you're tired of DIY’n it and getting nowhere or you either have a few clients or none at all. You’re lost when it comes to sales and marketing and so many more.

So, we lay out exactly who it's for and recommend you do the same. Sometimes we even add it to an FAQ section at the bottom of the page. We get to be so crystal clear on who this is for. You want your ideal client to be reading through it and thinking to themselves, “Holy Cannoli! This girl is talking about me. This is exactly who I am. I need this program. I'm such a great fit for this program.” This is what you want your ideal clients to also think as they go through as well.

What To Ask When Pre-Qualifying

So let's get into some questions that you can actually ask to prequalify. Are you ready for this, grab a pen and grab that paper of yours. I know you've got it. Let's grab that and go into this. So here we go. First question you can ask, you want to know their name, their first name, last name, email address, phone number and whatever else you need to know. These are just a few examples that you can have. I like to ask a lot of questions. I like to really get to know my future clients and will usually ask anywhere from 15 to 20 Questions. They're simple, meaning it takes less than 5 minutes to fill out the application forms, just to give you an idea. Here are a few examples of qualifying questions. Where are you currently at in your business? Your health journey? Your life journey? Whatever that is for you, whatever field or area your program is in. Those are great questions to ask. Another question to ask is “where you want to be in 3 months? where do you want to be in 6 months?”. If your program is 6 months long have that be the timeline. Where are you going to be in 6 months? If your program is 12 months long, have it be around that time line in that question. Another great question that I love to ask is “Why do you want to work with me?” or “Why do you want to work with Melissa specifically?” This way I can learn more about okay, “Why does a person want to work with me? What about me attracts me to them? What content have they gone through? How much about me do they know? I love to see that side as well.

Now this next question is so important, because you want to make sure they are a great fit and they're also ready to invest. So, asking them, “Are you ready to invest in yourself?” usually ask one or two if not more investing questions. And so you can also ask how willing they are to invest the time and the money and the energy when it comes to hitting your desired outcome for a time together. These types of questions first off, help you establish your Authority. And again, they are showing that you are selective. People want what they can't have, you’re showing your selectiveness and you're picky and you get to be picky. You get to choose who you work with and so basically it’s like an interview process. You get to interview your clients that you work with.

Okay, so if somebody filled out your application form or maybe your pre-qualification form and they say they aren't ready to invest, here’s what I want you to do. This is my challenge for you. I want you to ask why. I want you to get more information. Here's an example: get a pen and paper out. You're going to want to write this down. “Hey Melissa, my team and I reviewed your application and we saw that you feel you aren't ready to invest. You know, my discovery call slots are limited for women who are committed to investing in themselves to start their business, scale their business to six figures, whatever that transformation is for you and your clients. Out of curiosity, what was it that you were hoping to get out of this call? Now, the reason I want you to get more information and ask is, you know, some people just are not ready to invest and that's okay. Some don’t have the finances. Totally Okay. Some may just not be the right fit. However, you may have something else that is a better fit for them.

So you can go out and ask, you know, that same question. “Out of curiosity, what was it that you were hoping to get out of this call?” And you know what, if they don't respond, no worries at all. Then that proves increased evidence for you that they weren't a great fit and it would have been a waste of both of your time to hop on the phone if they aren't able to answer that question. But again I say, just because they are ready to invest in that specific program doesn't mean they may not be ready to invest in a course or something at a different level that you have available. So gather information always gather information. It's like data; it's like gold for your business. Gather that information.

Attracting Qualifying Leads

So now that you know, why do pre-qualifying now, you know how to prequalify and you've got various ways you can do so in your very own business that we walked through today. How about actually attracting more qualified leads? Like what’s that about? How to treat doing that because we've got to be able to attract clients in order for them to actually qualify for our programs. So this comes down to your content, your copy, your messaging across your platforms. This comes to you getting out in front of more people as well. Are you speaking to your ideal client’s pain points? Their pleasure points? Are you diving into the importance of investing? Are you truly opening up? Are you truly being vulnerable? Are you really connecting with your audience? The more that you can do these things the more you’ll start to attract those qualified leads. Use their language. Again, gather information, that’s market research and when you do that market research for your next new program, you capture the language they’re using and use it in your content. Your sales pages, your Instagram stories, everywhere. Are you feeling this? Are you Feeling those pain points, those pleasure points? Then, go and send them a message, introduce yourself, welcome them to your community, start a conversation, offer them some tips and start the pre-qualification process. If you feel that they are a good fit and they're looking for help and if you have the solution for them as well.

So let's dive into an action item for you today. I love giving you action items. I want you to go and look at your current offer and ask yourself, “how well am I actually pre-qualifying my leads?”. Then, also think back to your last months, say maybe out of 10 sales calls how many of them were actually a good fit? Not necessarily whether they bought or not, how many of them were actually a good fit for the program? Were you hopping on the phone with just anybody who jumped into your DMs? Or were you actually pre-qualifying before hopping on that call? Now, if they were a good fit and didn’t close, that doesn't necessarily mean they weren't qualified, right? That could be a sales or conversion thing that we can definitely dive into. So, that's what I want you to think about. Are there really any opportunities of improvement for your pre-qualification process? There is always room for improvement. So where are the gaps for you? Where can we improve now? Go ahead and do this and let me know over an Instagram. My handle @themelissalin. I can't wait to hear all about it!

Topics we cover include:

Why We Pre Qualify Leads
Prequalifying Your Leads
When to Pre Qualify Your Leads

And so much more!

Times to check out:

(5:00) What is prequalifying

(8:10) When not to prequalify somebody

(9:49) How to prequalify

(16:43) Prequalifying questions

(21:00) Attracting qualifying leads

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