10 Lead Nurturing Questions to Help You Qualify Leads

Do you want to generate sales ready leads and increase your overall conversion rate? If so, you need to not only capture leads for your business, but you also need to nurture them to warm them up to a purchasing opportunity. In this post, we're going to look at ten questions you can ask leads who enter your sales pipeline to determine how to convert the lead into a customer.

Are you in charge of buying decisions?

First and foremost, is your lead the person in charge of making a buying decision at home or at work? The way you nurture your lead will vary when you are talking to a final decision maker versus an advisor.

How soon are you looking to make a purchase?

A lead that is looking to buy now is going to be a higher priority for sales than one that is exploring options for next month, next quarter, or next year. Knowing when new leads in your pipeline are ready to make a purchase will help you determine the type of sales messaging needed to ensure conversion.

What are your goals?

Knowing what your leads want to achieve in their personal or professional life will allow you to pitch the benefits of your products or services that will help your lead accomplish their goals.

What is your biggest challenge?

Chances are, your lead came to your website because they have a specific goal in mind, but they need help getting past certain roadblocks. Knowing what your leads challenges are will allow you to convey how your product or service can help them overcome their issues.

What results do you expect to see?

If they were to purchase a product or service similar to your, what results would your lead expect to see? How do they envision a good experience with your business?

What is your budget?

Getting this question out of the way during the lead qualification or nurturing process will allow you to create a better conversion experience. With the lead's budget in mind, you can create a personalized sales campaign for the products or services that fit the lead's budget and helps them achieve their goals.

Have you worked with our type of business before? What was your experience? Why are you switching?

Get insight about your lead's past experiences with your type of business to hone in on exactly what they want from yours. You may be able to convert leads based on the shortcomings of their experience with your competitors.

How do you stay up to date on news and trends?

How does your lead feel about your industry, your competitors, your products, and your services? You can find out based on the news and media sources your leads prefer to tap into.

What topics would you like to learn more about?

What do your leads need to know more about to help them convert? Knowing what your leads are interested in will help you develop the type of content that will ensure the lead will come to you when they are ready to purchase.

How do you prefer to be contacted?

Whenever you are ready to convert your lead, you want to do it via the method your lead is most comfortable with. While some leads will feel more comfortable converting after a few phone calls or an in-person meeting, other leads will be happier to conduct business via email or an automated shopping cart. Help your leads buy your products or services in the way that suits them, and you'll get more conversions.

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