How To Make Your Website Better At Qualifying Sales Leads

Many websites are set up with the primary goal of driving traffic and attracting as many new prospects as possible to visit the site. Most companies believe that more traffic and more leads are always a good thing; they constantly adjust their SEO strategies and search engine marketing to keep increasing their traffic counts. And here’s the thing - more traffic is good! Getting more visitors to your site is always preferable to getting fewer visitors. Instead of just dumping more traffic into the top of your sales funnel, it’s even better if your website can help filter out the good sales leads.

Your website should not just be a traffic magnet, it should be a New Sales Lead Qualification Machine! Is your website truly serving as a one-stop shop for your customers’ research process, Is your website speaking to a wide range of customers with a comprehensive set of questions and answers, Is your website doing a good enough job of accommodating customers at various stages of the sales funnel, Do you have good tracking processes in place to help identify and sort customers and guide them through the site - for example, by using customized landing pages, Try to anticipate and answer a wider variety of questions, issues, and objections from your new customers, and address them openly on your website.

The more information your customers can get about your products, services or solutions - in a transparent, in-depth way - before they ever send you an inquiry, the better qualified your sales leads will be. It might sound crazy, but it’s true - there is such a thing as “too many” sales leads. If you’re getting bombarded with sales leads from your website, but too many of them are not good leads, you’re going to end up wasting time and missing out on good opportunities. You need to use your website to filter out some of the customers who aren’t really ready to talk with you. Before you encourage people to call, before you invite them to send an email, ask your prospects to fill out a short website questionnaire of pre-qualifying questions.

“How did you find out about us, “What are some issues that you’re having with your current product/solution, “How soon do you think you might be ready to make a purchase decision, These questions don’t have to be too elaborate or lengthy, but it helps to try to capture some feedback and data about your prospects even before they start sending inquiries. That way, when you receive that first inquiry or email from a new prospect, you are armed with information and have some additional insights into what the prospect wants and how you might be able to help them. In this way, your website can help you start to filter out the “good” and “bad” leads before your customers ever pick up the phone.