Rapid Lead Qualification - Predictable Growth

all right so in this video i want to share exactly how you can qualify and disqualify leads after they respond to make sure whether or not they are worth starting a conversation with and engaging with following up with that kind of thing okay and so again as soon as the lead responds we want to immediately qualify them

and so first i want to talk you through how to do it and then i'll show you a live example so here's how we want to rapidly pre-qualify prospects all right so the first thing we want to do if we're on linkedin for example is boom let's find their personal and or company linkedin and then ask these

questions are they clearly not a freelancer slash individual and have employees do they have legitimate job experience and appear to be a decision maker and has their business existed for several years and so the other channel that we can look at is their company website which we can gather from their domain inside of their email or from

their linkedin and so the questions we want to ask then is is their company clearly legit and not a one-man show again we we really want to avoid freelancers uh solopreneurs one-man shows because that's just usually not going to be a fit for our types of clients the next question has their business won any awards worked with

notable clients and or been featured in the press and then sixth do they clearly have numerous clients case studies and or testimonials and so if the answer is yes to at least two of these questions and there are no blatantly obvious issues when cross-referencing the campaign qualifiers then the prospects qualified and so the campaign qualifiers they can

always be found inside of the campaign strategy slide deck as shown below alright so now i want to show you a live example uh for this campaign which is a campaign for our own company's service okay and so what we're looking for are qualifiers that have uh or sorry prospects that have these qualifiers which are a proven

unique offer with case studies a proven sales process with at least 500k in sales and an annual client value of at least 10 thousand dollars all right so again this information we're probably not going to be able to find out through the website but again as long as we can say yes to at least two of these

questions then that prospect still qualifies you know as long as they're not blatantly obvious right so in some cases we'll be targeting prospects that for example they have to be working in health care or they have to be a enterprise sas product company right and so in those cases that will be very clear whether or not they

match those qualifiers or if they don't and if they're disqualified okay and so in those cases again we just want to refer back to this process here ask these questions and if the answer is yes to at least two and there's no obvious issues with the campaign qualifiers then the prospect qualifies all right so now let's get

into a live example all right so here is one so this guy responded hey lydia i would like to know more about your terms and service let's schedule a call on thursday so you know you can see that he didn't really use proper grammar that's usually a red flag and so what i want to do is just

very quickly go up here go to his domain and just get a feel for you know whether or not he appears to be legit alright so this is number one advertising agency in kenya okay so all right we have more than 2 000 private drivers and 150 bus service drivers so that's that's good news it seems like

you know they have some traction they have success um okay and then let's just go to their linkedin as well all right well doesn't look like we can find it let's try this nope all right so now what i want to do is i'm going to go up to google and i'm going to search their name in

google just really quick all right okay boom and so what i did was i just found their founder on linkedin so i'm going to check out his profile okay okay it's just talking about his company so let's see if we can look up his company on linkedin all right so here's this company and they have about three

employees okay so based on this quick research let's just go back through this sample so are they clearly not a freelancer and have employees well they have three employees supposedly but i'm not i'm not really sure do they have legitimate job experience and appear to be a key decision maker well yes that's the founder um has their

business existed for several years yes is their company clearly legit and not a one-man show i'm not sure um has the business won any awards worked with notable clients and or been featured in the press um let's just take a look go back to their website so it seems it seems they have you know decent experience their

website doesn't look that great but you know it looks like they have a number of clients case studies and testimonials right so in this case i'm going to say that this prospect does qualify but i just want to also you know after this make sure that they do appear to be legit okay so that's one example so

again in this case this lead does look like a prospect all right so let's try let's try another one um so this guy links liner llc uh again his his email is a little short to the point maybe he's from another country i'm not sure so let's just look up his his website here okay so it's a

link building company all right the website looks fine about the company all right so they have 10 years experience okay so shiraz ali that looks like he's the founder and ceo he has a few clients here let's go to the about us page okay all right so it looks like he has a team which is good news

and then let's let's look up their founder on linkedin as well all right so i look at his profile it looks you know it looks good looks pretty optimized he has about 400 followers um you know i'm looking at his experience it looks like he's pretty experienced and then the last thing is let's just take a look

and see if we can get his company okay so here we go here's his company about eight employees which matches with the website all right so in this case i'm going to say this lead is also qualified all right and so let's go to another example here so stephanie curtis in this case you know she used much

better grammar uh which makes me think she's you know maybe more qualified than the other leads but let's just go to her website take a look all right so full service content and digital marketing agency website looks very clean very professional yeah very well laid out they work in a bunch of industries that's great they have a

bunch of clients great have a blog they have an ebook they have testimonials boom so this is a very easy one this is very this is clearly a very qualified prospect all right so that is uh just a little bit of a demo let's see if we have another one maybe that's not qualified um let's see so

this is funny so this guy asked do you have enough steel to build a rocket this is for another campaign um yeah this this guy looks pretty legit you know he has he has linkedin website he has different properties you know this is a different campaign so i'm not going to dive into that just yet but again

i hope this was helpful and kind of helped you understand our process in terms of quickly uh qualifying and disqualifying leads really you know we're not like we we don't want to be like we definitely don't want to disqualify any prospects that have potential but we definitely do want to disqualify any prospects that are clearly not business

owners not companies you know not able to afford you know the different services um that we are advertising for the campaign so i hope this was helpful again this is about a six question checklist that you can use uh and again as long as the prospect is a yes for at least two of these then that means

that they're worth at least a conversation and you know if you know you're not super sure like i wasn't with with this guy then it's worth just clarifying in the back and forth afterwards prior to setting up that appointment all right so i hope that was helpful that's step zero how to qualify and disqualify prospects thanks