Create a self-qualification & lead scoring process for SaaS prospects
Self-qualifying prospects is vital as it helps to ensure leads generated by your website are relevant, high-quality, and more likely to convert into paying customers. It also helps to save time and resources for both the prospect and the company.
Start by identifying the key criteria that qualify a prospect as a good fit for your product or service. These criteria may include budget, decision-making authority, pain points, and buying readiness.
Use targeted messaging and content that addresses your ideal prospect's specific needs and pain points. This will help with SEO, and ultimately to attract the right people to your website or sales process. Always describe the problem your product or service will solve. Communicate the benefits of working with your company, as well as the results you can deliver.
Provide a self-assessment tool or quiz that allows prospects to evaluate their qualifications. This could be a form, a survey, or a chatbot that guides them through a series of questions. Use conditional logic on forms and surveys to customize the questions and next steps based on the prospect’s answers. This will help to guide them through the self-qualification process more efficiently. Try to keep the number of questions minimal to avoid prospect fatigue.
Use lead scoring to track the behavior and engagement of prospects. For example, a prospect that completes a form to download a whitepaper or attend a webinar is likely more qualified than someone who simply visits your website. Once the lead accumulates a specific score, forward it to an SDR and mark it as an MQL.
Provide a clear call-to-action that guides the prospect through the next step of the process, whether that’s scheduling a demo, requesting a quote, or booking a call with a sales rep.
Use automation to follow up with qualified leads and nurture them through the sales process.
Finally, always be available for clarification and further questions, so the prospect can have all the information needed to make a decision. First impressions are important, and questions must be answered immediately. Website chat capability is the best way to accomplish rapid response with email or on-site forms secondary.