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This is the first implementation step in our email automation process, where I walk through setting up a bare-bones call pre-qualification form that will be the final step in our automation workflow.
all right so what we'll walk through today is a very bare-bones process for setting up a pre-qualification form that is going to be the last step in the process of this email automation process that we've been talking about before a potential lead jumps on a call to speak to you for the first time so just to recap our objective with this entire process is to reduce the amount of time that you or your team are spending calling on individuals who may not be a fit for the service that you provide so that you can be a bit more focused and direct in terms of who you're talking to to make your process more efficient and preserve your time so that you can spend it on the leads that are most likely to become ideal clients okay so what we'll do is return to our trusty example here Larry the lean manufacturing consultant as an animal model a discovery call form based on his phone and just to recap what they do is work on increasing throughput and decreasing overtime costs for large manufacturing facilities that have become overburdened with orders and requirements if it will recall what we did here was actually mapped out their marketing and sales process and so what Larry's firm is doing is they have some inbound traffic coming through their website through both organic search through some content that they've published they also run a series of very targeted Google AdWords campaigns and then they're also using cold email outreach to a list of prospects primarily plant managers directors of operations and with a simple call to action to to jump on a call with them to identify if they could help them improve their throughput and decrease their costs and the majority of those individuals are currently flowing through their website contact form where they have some basic information about their company their plant and an open-ended question what can we help with and then some of those leads are bypassing that qualification form altogether and being directed to one of their admins who manage that process through email and get the call scheduled with Larry directly so what we're going to be doing is setting up the end point of our email automation process to capture the qualification step that's happening both through the website contact form and through the email conversation that the administrator is having and so what that'll do is outsource a lot of that time and work to a set of questions that we've created based on thinking about who our target prospect is and what their qualification criteria are and so through that process we've come up with a list of potential questions to ask and so what I'm doing here is just creating a simple Google form and we'll give it a title schedule a through put improvement summary call and so we're gonna set this up so that everybody who goes to schedule a call with Larry has to first pass through this form before they do so alright so I have a set of questions that Larry's phone has come up with through this qualification process and so I'm gonna enter these in here I'll talk through where each of these came from in a second here alright so obviously our basic information here we're using to identify that we have the right person in the first place so if somebody's coming through the website we want to make sure that they are a plant manager or someone higher up so that we know that we they have the decision-making power we also want to know what their company is we can look up that information and determine what we think about whether this is the right type of company that we're going to serve and then we're going to use these other qualification questions that we've identified as characteristics of an ideal client so Larry's firm knows that the plant has to be bringing in a certain amount of annual revenue and employ a certain amount of people in order for it to be worth their while to invest in a lead consultant he knows the type of results he can typically get and those are characteristics that are critical to identify early in the process these secondary questions are trying to elicit an idea of what the specific problem is so there may be certain organizational problems that Larry in his firm can't solve but this question about overtime this open-ended question about what's the biggest challenge you're facing and then what would you do to make your plant run better are gonna help elicit what those specific problems are up front so that he and his team can evaluate those before spending the time to get on the phone with this individual number just gonna leave an open-ended question what else would you like to cover in case there's something else that the prospect has on their mind that that wasn't covered with the previous steps but really the qualification is happening with these questions all right so one thing that you can do to ensure that the leads that are coming in are definitely going to be pre-qualified is make these all required fields some people will get annoyed by this by having these as required questions they'll just want to jump on the phone quickly but especially if you're getting a large volume of inquiries that aren't necessarily a fit and you're looking to improve the efficiency of the time that you do spend on the phone with prospects this is a the best way to do it is to require the qualification questions to be answered first all right and that's that's it for the form the final step is going to be to put the call scheduling call to action on the completion page once someone hits submit on the form so if we go into settings and then click on presentation you'll see this confirmation message field and so I'm going to copy and paste in this response thanks for completing the survey please use the following link schedule car I'm going to use our email for experts discovery Hall link so I can show you what this looks like and then we'll hit save alright so if we click send and then open this link under a new tab which you need to unrestricted says this is what it will look like to a new user once they click on the link to schedule call oh if I go through here pull out the information then right now it's giving me the confirmation message and so when I click on this link it's gonna take me directly to a County link to schedule the call now you can use their there are a number of different scheduling software so you can use I like calendly because it's pretty simple and straightforward and so you can structure your calendar for whatever blocks of time you want to have available for discovery calls the other thing that makes this process really easy that I'd like to do is schedule to call / zoom which allows you to insert your own personal zoom conference room link directly into this field and then the follow-up email that comes out of Cowley you can also include that link which makes it easy for someone to just click the link jump into your meeting room you jump into the room with them and then your call starts you can also ask for a phone number if someone prefers to be contacted over phone directly and handled that way but that's that's a shortcut that I like to use that makes the the process a bit bit easier so that is the entire setup for a discovery call form that you can use to prequalify the leads that are coming through your marketing funnel now you'll notice that where does this go like how are people getting to this thing we've structured it as the we've done this step first because now we're going to use this to work backwards for them to put in place all the pieces that lead up to it and not only sure that we are directing our our emails and all the other marketing materials that were using towards the same goal and we have have it in mind what we want people to do when they reach the end of that process all right
How to Build a Discovery Call Pre-Qualification Form
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