Comments on: Increasing “Qualified” Leads From Your Website

By: ThongJsn

ThongJsn — Mon, 12 Oct 2009 08:32:05 +0000

Thanks for any Moody’s good.

By: ThongJsn

ThongJsn — Mon, 12 Oct 2009 08:31:17 +0000

It’s a Nice article! I like very so much.

By: Genetic

Genetic — Sun, 11 Oct 2009 08:31:58 +0000

Nice information.

By: Property Management Software

Property Management Software — Sat, 11 Jul 2009 14:19:56 +0000

it is staggering how many companies have cut back so much on personnel that they can no longer service their customers basic needs. how do they actually intend to stay in business?

By: Larry

Larry — Thu, 11 Jun 2009 22:36:07 +0000

Great post, we are a home services company, so we are always trying to improve our lead quality. We have found that faster response time is the key.

By: Is Lead Generation ROI a Broken Metric? | Josh Baker - Practical Advice for Optimizing your Internet Marketing

Thu, 19 Mar 2009 23:46:05 +0000

[...] to an unrelated but problem-specific article written by Brian Eisenberg over at GrokDotCom on Increasing “Qualified” Leads From Your Website, he discusses the results from a survey conducted by Omniture and InsideSales.com in which they [...]

By: Perry

Perry — Fri, 02 Jan 2009 06:26:04 +0000

You can actually speed up lead distribution with the use of a lead manager. A number of them are web-based, so you can work on them 24/7. This way, you don’t only get to assign your leads promptly, but you can also monitor them anytime you like. It will also help the business if they can come up with the most ideal lead assignment scheme for the sales team.

By: LEADSExplorer

LEADSExplorer — Mon, 15 Dec 2008 09:49:47 +0000

Why not identify your website visitors by company name.
Then you qualify them as leads by pages visited, time on pages, number of returning visits, …

By: Tertius

Tertius — Tue, 09 Dec 2008 16:33:35 +0000

Amazing article. I’m heavily busy with conversion tactics. It’s a hard life if all you want to do is code but you have to convert people too!

It’s ok, it’s all about learning.

By: New Sales = Fast Lead Follow-up - Upright Communications

New Sales = Fast Lead Follow-up - Upright Communications — Tue, 09 Dec 2008 16:10:23 +0000

[...] http://www.grokdotcom.com/2008/12/03/increasing-qualified-leads-from-your-website/ [...]

By: Brett Gilbertson

Brett Gilbertson — Tue, 09 Dec 2008 03:11:34 +0000

I agree with Tal. There is a lot to be said for positioning the lead with the right amount of information so that they can qualify *themselves*.

If you try to qualify them with to many questions, it can also lead to the wrong type of lead coming through.

I have found that long forms can land you with lots of “Methodical” prospects, and they are often not who you are looking for.

Of course, the amount of information that you give out can be tested against your lead to sale conversion rate.

By: David

David — Tue, 09 Dec 2008 01:19:10 +0000

wow, what a great post, i had a client presentation this morning and one of their campaigns had over 20% conversion rates, and i found key weaknesses of their signup process with some improvement they could get even higher rates

By: Basement Systems Inc.

Basement Systems Inc. — Mon, 08 Dec 2008 20:38:27 +0000

Hi Bryan,

A few of us came to your Boston, MA training last year and since have been testing everything. Being a home services company, we use our sites to generate leads and constantly test the contact form to better qualify leads. Thanks!

By: Drum Loops

Drum Loops — Fri, 05 Dec 2008 11:16:50 +0000

It may well say something about my market/target audience but I never get leads or enquiries of any kind. Just sales.

By: Bryan Eisenberg

Bryan Eisenberg — Thu, 04 Dec 2008 11:45:24 +0000

@Marita I love that analogy

@Tal Agreed. You often see this by companies who share very little about their product or service just so you HAVE to speak to a salesperson, instead of letting the customer make their own decision by putting the information on the website.

By: Tal Riesenfeld

Tal Riesenfeld — Thu, 04 Dec 2008 11:39:25 +0000

Bryan, thanks! Really interesting!

I know this will sound a bit counter intuitive at the beginning but bear with me…
From my experience, one of the most practical ways to assure a quick response time is to make sure you are getting LESS leads. The RIGHT leads. Which allows you to respond immediately.
Many companies try to get EVERY single visitor passing by to contact them. For companies with a lot of traffic that isn’t always the right approach because sometimes it’s worth spending a bit more effort on making sure the visitor understands what he is signing in for.
That promises that those “fewer” who contact you can get the fastest response.

By: Stefan Tell

Stefan Tell — Wed, 03 Dec 2008 23:02:29 +0000

Great article.
My small photography business (just me) has seen a lot more customers coming from my website since I put a really simple contact form on every page together with my phone number. When I respond fast by phone to inqueries (e-mail or phone) many seem almost shocked that I get back to them at all.

By: Marita Roebkes

Marita Roebkes — Wed, 03 Dec 2008 20:56:39 +0000

Leads should be handled like French Fries. Promptly on the counter. Forget slice and dice your leads qualified to death. You don’t care if a fries is longer or thicker than the other, if the one has 3 grains of salt or 10. As long as they are fresh, firm, hot and crispy. Having a process in place to get leads into the hands of the sales guy (not the outsourced call center!!!!) improves closure rates tremendous.

By: SEO News Roundup for December 03, 2008 | The Adventures of SEO Boy

SEO News Roundup for December 03, 2008 | The Adventures of SEO Boy — Wed, 03 Dec 2008 19:48:06 +0000

[...] All of the SEO tips and tricks in the world won’t matter if you can’t convert those visitors to leads. And even better – produce qualified leads. FutureNow steps in with 5 steps to solving the “Lead Qualification” problem. [...]

By: John Hossack

John Hossack — Wed, 03 Dec 2008 16:21:17 +0000

Great post Bryan. We are always trying to do more with the leads that we are generating. We have consistently found that a timely response to a lead (i.e. ASAP) has had a significant impact. Particularly when following up by phone. We find that when we are talking to prospects many of the others that they had contacted don’t end up following up and if they do it is by email and not by phone. So for us a quick contact by telephone has worked to our advantage.