BLOG
How to Generate Qualified Leads at the Top of the Funnel
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!
contributors
