How To Get High Quality Leads With The Best Qualified Prospects

Are you tired of getting low-quality leads and sales appointments?

Do you find it frustrating to constantly be chasing and following up with leads and getting very little response?

If so, you need the best types of leads: high-quality leads with qualified prospects.

When you get high-quality leads and appointments, you will:

• Spend less time chasing leads to work with you
• Not waste time on sales calls with potential clients who are not a good fit
• Only speak to prospects who have the budget to work with you
• Get booked appointments in your calendar with people excited to work with you
• Increase your sales call conversion rates
• And much more

Let’s get started!

How can I get better quality leads?

Here are 11 best lead generation strategies to get better quality leads:

1. Avoid chasing leads

To improve the quality of leads, you need to avoid sales and marketing strategies that involve chasing leads to get an appointment.

If you chase leads to get an appointment, you often end up speaking with people that don’t really want to speak with you. The quality of the call declines and your sales conversion rate gets worse.

In my experience, here are the strategies that (usually) involve chasing leads:

• Cold email
• Cold calling
• Sending sales pitches via LinkedIn messages
• Ads that send people to a scheduling page without any pre-qualification
• Buying shared leads from another lead generation company

Instead, focus on marketing strategies that pre-qualify leads and get them chasing to work with you.

Below you’ll find some of the best ways you can do this.

2. Use a video sales letter (VSL)

To get the best quality leads, always send people a video sales letter (VSL) first before they schedule an appointment.

A video sales letter (when done correctly) will:

• Educate leads about how you can help.
• It will filter out the wrong types of leads
• Motivate leads to want to work with you

In my experience, speaking with leads who watch a VSL first allows you to have sales appointments with prospects who are already 80% sold.

Check out my VSL for a real-life example of how it all works.

3. Create YouTube videos

To get higher quality leads and sales appointments, you must first give your leads free educational content before you book a sales appointment with you.

In my experience, the more content a lead consumes before a sales call, the higher the appointment quality will be.

The best type of content to get high-quality leads is YouTube videos.

Recording YouTube videos for your business that answer questions your potential clients have will build trust much faster than writing articles or emails alone.

Sure, articles and emails still help.

But YouTube videos allow you to build a personal relationship with those who watch them in a way that written content alone can’t.

Nearly all of my top-performing clients have told me that the best quality appointments they get are from leads who book a call after watching several of their YouTube videos.

If you help leads solve a problem they have before they book an appointment with you (through educational content), they will trust you more on that sales call.

4. Create helpful written content (blogs)

Even though YouTube videos are great for building trust, creating blogs and other written types of content can also help increase your lead quality.

Sometimes people don’t have the time to watch something. They want to read and find the information they’re looking for (kind of like what you are doing right now).

Therefore written content allows you to answer people’s questions (which builds trust) quickly.

So, how does this actually help you get high-quality leads?

Interestingly, Google and a few other big companies conducted a study that found that the more content a prospect consumes before reaching out to work with you, the higher the chances are for them to convert into a client.

So, if you want to increase the quality of your leads, you need to send them as much content as possible before they book a sales call. It’s also a good idea to send leads this content via a follow up email campaign.

Tip: As a nice bonus, the content you create doesn’t just help you convert leads into quality appointments. It can also be used as part of your SEO lead generation or YouTube lead generation strategy to get more leads in the first place.

5. Pre-qualify leads with an application form

Another great way to improve the quality of your leads is to have some application form that filters out potential customers who may not be a good fit.

Here’s an example of the application form I use:

On the form, it’s important to ask questions to determine whether they’re a good fit.

For example, if you find you’re getting a lot of sales calls from potential customers who don’t have the budget to work with you, you can ask people what their budget is on the application form. That’s why in my application form (see above) I ask them which of our lead generation packages are they most interested in.

This will filter out people who don’t have the budget to work with you.

Some of my other clients, such as financial advisors, qualify leads by asking how much do they have in investable assets. For campaigns targeting accredited investors, we ask them if they meet the requirements of an accredited investor before leads can schedule a call.

6. Be open and transparent about pricing

If you hide your pricing, you’re more likely to get low-quality leads. If you tell people your prices, you’re more likely to get higher-quality leads and appointments with people that actually have the budget to work with you.

Even if you don’t have pricing packages for your business, it’s still a good idea to at least talk about pricing on your website. You could discuss what factors affect the price of your services and give people a rough estimate of how much it costs.

Since adding a pricing page for my business, this has significantly reduced the number of leads I speak to who don’t have the budget to work with me.

So consider adding a pricing page if you want to attract leads with the budget to work with you.

7. Nurture leads with email marketing

Nurturing leads with email marketing is crucial for obtaining higher-quality leads for several reasons.

Firstly, when people willingly provide their name and email to receive your content, it indicates a level of interest and engagement in your product or service. These individuals are more likely to be high-quality leads as they have already shown an initial investment in your brand.

Secondly, consistent email communication allows you to build a relationship with your leads over time. By providing valuable and informative content, you can establish trust and credibility. This trust is essential in converting leads into clients, as people are more likely to do business with companies they trust and perceive as experts in their field.

Moreover, the more you email your leads, the more opportunities you have to provide value, answer their questions, and address their needs. This not only builds trust but also positions your brand as a helpful resource, increasing the likelihood of conversion.

In my experience, I’ve always found the best quality leads are the ones who have been receiving emails from me for months or sometimes even years. In fact, the most qualified leads I’ve generated have all been on my email list for over a year.

8. Use AI chatbots

Another way to get higher-quality leads is to incorporate AI chatbots on your website. AI-powered chatbots can answer questions about your business services and help you get more leads from your website.

Implementing a live chat functionality to engage with website visitors in real-time allows you to quickly and efficiently address any questions prospects may have

The goal of the AI sales bot should be to guide them to your sales funnel.

You can try out the AI chatbot on this page to see for yourself how it works. Here’s an example of what it looks like:

9. Retarget website visitors

Another way to improve lead quality is by retargeting website visitors on social media.

When you retarget website visitors on social media or other non-social media websites, you can build up more familiarity with your leads.

Leads often have to see you multiple times before they convert, so creating retargeting ads on social media or non-social media sites using platforms like Adroll can accomplish this.

Key points:

• Retargeting leads builds trust with existing leads
• Leads who feel like they know, like and trust you will be more likely to convert
• It’s relatively cost effective to retarget leads

10. Target the right ideal buyer profile

To get high quality leads, it’s important to really think about your ideal buyer profile. Rather than target everyone, target people based on:

• Demographics (age, location, etc)
• Work (job title, company size, etc)
• Interests (what do they like / not like)
• Buyer activity

For example, when generating high-net-worth investor leads, we’ve found that targeting people over 55 who were (or still are) business owners works best.

Then ensure you get as close to your ideal buyers as possible in your lead generation strategy.

Here’s an example of targeting finance business owners on Facebook ads:

Another good way to target your ideal buyers is by calling out buyers in your ads or messages.

Your ads and messages must attract your ideal buyers and repel buyers who are not a good fit.

11. Use lead scoring to get qualified leads

Another effective way to improve lead quality is to use a lead scoring model to determine if the lead is cold, warm or hot.

How does a lead scoring model work?

Simply put, you assign points to leads based on their actions with you or your website.

For example, you give the following points for these kinds of actions:

• Opens an email (5 points)
• Clicks on an email (10 points)
• Starts watching a video but doesn’t finish (15 points)
• Finishes a video you recorded (30 points)
• Visits the pricing page on website (15 points)
• Looks at client case studies (15 points)

You can assign points for almost any action you like and decide how many points should be awarded for each action.

Over time, your leads will start to accumulate points.

The leads with the highest amount of points have the highest lead quality.

The lead-scoring marketing strategy gives you an easy and quick way to determine the lead quality from your lead generation campaigns.

You can use a sales funnel CRM like Kartra to create a lead scoring model.

12. Measure performance

An excellent way to get high-quality leads is to measure your lead generation campaign’s performance and tweak it based on the data.

“If you can’t measure it, you can’t improve it”.

– Peter Drucker

So if you want to improve your lead quality, you must measure it!

Here are some important areas of your marketing to measure to improve lead quality:

• How many leads schedule an appointment with you?
• How many appointments convert into clients?
• How long does it take for leads to convert into appointments?

If you check these 3 areas of your business each time you get new leads, you can split-test different lead generation strategies and see which strategy improves the quality of your leads the most.

Conclusion

With the right lead-generation strategy, getting high-quality leads is possible. The tips above will help you improve your lead quality. Watch our free Masterclass training to learn how we can help you get high-quality leads and appointments.

FAQs about generating high quality leads