How to Generate Qualified Leads at the Top of the Funnel

August 2, 2018

Video Transcript

Nik Sproal

Welcome to Social Garden Property TV. Today. I’m here with Loredana. Welcome!

Loredana Principessa

Thank you, Nik.

Nik

And we’re going to talk about lead generation at the top of the funnel. So, Loredana, what are your top tips for lead generation at this stage?

Loredana

Cool, so I think the main problem that we’re trying to solve is how do we generate high quality leads?

Nik

Definitely.

Loredana

And how do we match the product to the prospect? And the way that we can do this is A. through the profiling, B. through the calling piece and C. though creating an effective handover to the sales team.

Nik

Fantastic! So let’s talk about profiling, what’s the key at this point?

Loredana

So, at the profiling stages it’s really important to cover as much information about the prospect that we can. I.e. we ask a few intent and also product-preference based questions.

Nik

Okay.

Loredana

In order to determine whether they’re sales qualified or marketing qualified.

Nik

Okay. And at that point, you talk next about calling. What’s the key for the calling piece?

Loredana

With the calling, I think it’s crucial that as soon as the lead comes in, we’re calling that prospect as soon as possible.

Nik

Yeah and we know, I guess, the key is getting them on the phone whilst they’re actually in that sort of purchase mindset.

Loredana

Exactly, exactly.

Nik

So once we’ve done that kind of qualification piece on the phone, you talk next about the handover piece. What’s the importance there?

Loredana

It’s important that we get an effective handover to sales and we get all of the information that we’ve collected about this prospect right through from the profiling piece through to the calling. And to the point that they are handed over to sales, they’ve already received at least six touch points.

Nik

Okay. And can you break those down a bit for me?

Loredana

Yeah, of course. So we’ve got – from the very moment that they see the ad and they click on the ad, that’s number one. And then they move through to the landing page, they then profile themselves on the profiling page, they’re then contacted by the call team. After that, they decide on what their next actionable steps are to take and finally, they receive a confirmation of the appointment, so an actionable request confirmation.

Nik

Fantastic! That’s quite a well rounded prospect at that point.

Loredana

Yeah, exactly.

Nik

Fantastic. Thank you so much for your time today.

Loredana

Thank you, Nik!

Both

Cheers!