Has it happened to you that 50 people message you asking for a price and only 1 (or none) buys? That's a lead qualification problem.
1. The "Volume" myth
Many business owners believe they need "more traffic". But if you have a leak in the pipe, pouring in more water will only make the floor wetter. You need to repair the pipe (your offer and your filter).
2. Qualification Questions
Sabri Suby, in Sell Like Crazy (2019), suggests you shouldn't sell to everyone who breathes. Add filter questions to your forms or chats:
- "When are you planning to make this investment?" (Urgency)
- "Do you have a budget assigned for this?" (Capacity)
- "Are you the one who makes the final decision?" (Authority)
The Pareto Principle (80/20)
80% of your income will come from 20% of your clients. Focus on finding that 20% and politely turn away the 80% who only look for the cheapest option and drain your time.
3. Lead Scoring
Assign points to your prospects. If they open your emails (+5), if they visit the pricing page (+10). If they only read the "free" blog (-5). Focus your sales team only on the leads with a high score.
Bibliography and Resources (APA References)
- Suby, S. (2019). Sell Like Crazy: How to Get As Many Clients, Customers and Sales As You Can possibly Handle. Sabri Suby.
- Holmes, C. (2007). The Ultimate Sales Machine. Portfolio.
- Hormozi, A. (2021). $100M Offers: How To Make Offers So Good People Feel Stupid Saying No. Acquisition.com.
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