Lead Qualification on Autopilot
Well, quick story. I recently met with someone who shared with me that she spent four hours
going back and forth with a new lead. I was shocked. Not shocked because I know that it
happens but like four hours? My days, since I've automated and put real systems into place in my
business, I've been able to step into the CEO role and it's really changed my perspective as a
business owner because I used to do stuff like that, like spend four hours with a lead who turns
out wasn't even qualified to work with me in the beginning. So hearing this reminded me how
needed and how necessary this is for you guys.
So I want you to think about the CEO of your absolute favorite brand. Who is she? What does
she do and what business is it?
My favorite brand is Rhianna's Fenty brand. Everything she does is just absolutely magnetic.
And when I hear stories like this, of people spending four hours with a new lead, business
owners spending four hours with a new lead, I think about RihRih and I'm like, is she doing that
shit? No, she's not. She's not. There's no way in hell that RhiRhi would spend four hours with
someone who is not even qualified to meet with her.
When you have a lead qualification funnel set up properly, you should be able to show up to
those prospect meetings and it's a simple yes or no. It's not well, I'm trying to figure out if we're a
good fit, blah, blah, blah, blah. A lot of that grunt work should be done in your form and I'll
show you exactly how to do that, what elements need to be in there.
Now, the key to proper lead qualification is simply asking the right questions. It boils down to
this. You want to be asking the right questions so that the data you collect is valuable to you,
while at the same time you begin taking them through the customer journey we were just talking
It's so crucial as you're qualifying these leads to be asking the right question. I mean, you could
pull questions out of your butt, right? But if you really want optimized, strategic workflows, this
is an essential part of the process as well.
So the very first element that you need to put into place is a form. My preferred platform to use
for forms is the Google forms on the G Suite. You probably already have G Suite if you have a
Squarespace account or YouTube account or are using Gmail, type it in. It's free if you have G
Suite, which I think they just changed their prices to like $7 a month if you don't have it.
The second thing you need in that form is questions that actually makes sense, like we talked
about earlier. This introduces them to your customer journey and also, the questions correlate to
the data you collect. And I said earlier, the data you collect is crucial for you to know whether or
not this person is a good lead for you and whether or not we can follow up with them later on.
So email and first name must be your first questions. I see forms all the time that have long
worded questions and then there's a first name thrown in there. First of all, tell me who the hell
you are. Those are the two questions that need to be your very first questions on your form. Not
only because it looks normal and it's a good way for them to introduce themselves to you, but
also as you begin automating and integrating different platforms, I have learned that when you
don't have the first name in the email as the very first sections on your form, your automations
can get a little funky. You run into errors. So know that first name and email must be first on
Now, the next questions that you should implement should be “what are your current challenges,
your frustrations, what issues are you facing right now.” Not only will this allow you to ask your
client what the hell it is they're coming to you for, but this is also passive market research, guys.
This question is so good and so juicy because you can literally go back when you're creating
content or you're looking to do a course, you can see what it is exactly that people are coming to
I also like to ask these two questions, “where are you now and where do you want to be?” So that
you can understand where your ideal client is and the transformation that they're looking for.
Because that transformation, when you are able to really pour that into your copy, you guys, it's a
beautiful thing, game changer when it comes to content creation as well.
So investment range is something that people feel very on the fence about. But this question,
again, is a way to do some passive market research and it's also a way to understand where
exactly this person is willing and ready to invest with you.
So that looks like if I decide to move forward, I'm ready to invest $500, $500 to $1,000, $1,000
to $2,000, $2,000 plus, whatever your price ranges are. I have a question on my form that's like I
have three ways to work with me. All of the details including price are here. Please check this
link. If yes, move forward. If not, go to this link before moving forward because I want to be
very, very transparent about my service offerings and my prices so that I know when I show up
and I have a new meeting with someone, I know they already know what to expect, what offerings I
have and what prices to expect too.
Now, I have two bonuses for you…
So after they've scheduled with you, you have the option to put a thank you message in your
thank you page. All forms have this. You have the flexibility to say something on your thank you
page. I like to use the thank you page to provide a link to schedule an intro meeting with me. I
use that with my Calendly. You can also use Acuity. Just drop a link to schedule with you and
that's, again, taking out the manual work of “okay, I had a new lead come in, but now I have to
schedule with them.”
Next bonus is tie your form to your email list. I use MailChimp or ConvertKit are two of the
most popular I use. Personally, it's MailChimp, but ConvertKit is also something I use with my
clients. This is so fun and so easy because you can connect your form to your email list. So when
somebody fills out your form, they're dropped in your email list bucket, and this makes it really
easy to follow up with them because you can trigger an autoresponder, take them down a funnel,
all kinds of fun stuff.
Now this is just one sliver of what I do for the clients that come into my automated systems
program. I have two spots left because I am extremely hands on in these programs, tying together
your systems, setting them up and making sure that your business is running as smooth as butter.
So don't wait. If you want to know more about the programs, you have questions, DM me.