5 Easy Steps to Prequalify Leads with Interactive Content

Marketers have a hard time qualifying leads. In fact, only 27% of the leads they forward to sales are qualified.

In this article, we’re going to look at how you can improve your sales by using interactive content.


What’s an Interactive Content?

Interactive content is the same as dialogue. It’s all about two-way communication.

Interactive content is any kind of content that lets people interact with it.

  • Interactive calculators
  • Quizzes
  • Chatbots
  • Assessments
  • Recommendations
  • Polls
  • Giveaways
  • Forms/surveys

Interactive content is more dynamic and two-way. It requires the input of those reading it, as well as their active engagement.

Interactive content is good for lead generation, customer engagement, and data capturing.

We want to focus on how it can help you prequalify your prospects and make sales teams more efficient.

What Exactly Is Lead Prequalification, so Why MustYou Do It?

You need to make sure that the person you are speaking with is qualified for what they want before wasting any more of your time.

If you pre-qualify a lead, it will help your team focus on potential clients who are most likely to purchase from them.

It also cuts down on the time it takes to research and maps out accounts.

Source

interactive content

Marketing is often responsible for prequalifying leads, but statistics show that they send 61% to sales and only 27% of those are qualified.

Interactive content can be used to prequalify leads. Let’s take a look.

Prequalifying Leads Through Interactive Content

You can prequalify a lead by looking at their needs, preferences, budget, and time frame. This will give you an idea of how well they match your company’s offerings.

Qualifying a prospect is the first thing you need to do when trying to land them as a client. Here are six common mistakes people make and how they can be avoided.

When you’re creating content, be prepared for it to not always convert into a sale. You need to create the content in such a way that people answer these five essential prequalification questions:

1) What do they want?

2) Where are they going next?

3) How much money will this cost them and how long can it take before I see results?

4) Can I afford your product or service right now with my budget constraints set by me personally as well as company-wide restrictions placed on what we could buy today without risking our profitability goals if implemented immediately because of current cash flow issues from previous year’s spending habits, purchases, etc.? And finally…

5) Who is involved in making decisions about purchases like mine?”

  • Is your product or service what the prospect is looking for?
  • What are their qualifications?
  • Do they have the budget for what you’re looking to offer?
  • What does the company need in order to fix its current problem?
  • Do they meet the basic requirements?

Now, let’s take a closer look at each of these questions and the interactive content that can answer them.

1. Are You Equipped to Meet the Prospect’s Needs?

Understanding the kind of solution a customer is looking for and if it can be provided by your company will help turn leads into customers.

You don’t want to offer a OnePlus phone, which is not an iPhone. The customer will be unhappy because it doesn’t meet their needs.

If you’ve qualified your prospect, there are certain things not to do.

Quizzes can be a great way to find out what people want.

In this example, you want to know what kind of marketing tool would satisfy the needs of your clients.

Here is a quiz that asks the client what their main objective and previous marketing tools are.

interactive content

 

This information is gold, and what’s even better is that the client isn’t doing you any favors. They’re telling you exactly what they want to know.

Next, you need to figure out if the client is looking for something that your company can provide.

2. Are They the Appropriate Person to Speak With?

I often use interactive content to determine if the prospect I’m dealing with has decision-making authority within their organization. It can be hard sometimes, but there are many different types of interactive content that you can use.

Buyers are inundated with information and it’s difficult for them to filter through all of the noise. Here are five ways you can help buyers make informed decisions.

Mulesoft is an example of a company that has created new tools to help with the hiring process, like its Integration Value Calculator.

The lead generation section of this calculator has a mandatory, separate field for job role. You only receive the results after you enter that information.

interactive content

 

This helps to make sure that you are reaching out to the right person. You can also make sure that people from your industry and with a similar profile receive these emails.

It’s important to understand that when you’re looking for a marketing collaboration, the right person to contact is someone like the Marketing Head or Project Manager rather than Sales Executive.

3. Are Their Budgetary Requirements Suitable with Yours?

The number one thing a client cares about is the quality of your solution, but before you enter into an agreement with them, it’s important to know if they can afford what you have available for sale.

To save time, you should calculate the cost of a new employee early on. You can do this with a calculator.

Suppose you work for a construction company. If you have a client who has expressed interest in building their home, send them an online House Construction Quote Calculator. This calculator asks all of the right questions and gives your customer an estimated budget.

Here’s an article by Hubspot about how to calculate your ad spend. It helps give clients a good idea of the costs that will come up when running digital ads.

interactive content

 

This tool helps both the client and Hubspot know what they can expect to negotiate before negotiations begin. The client knows how much they will be paying, while Hubspot knows if it is worth their time.

After they use this calculator, companies can also contact their free ad management team.

4. How Immediately Do They Require A Solution?

The timeline is something that’s often overlooked, but it can be very important. The client might need your solution in a certain amount of time and if not, you should know as soon as possible.

You have to be able to offer them your product as soon as they need it. You can’t waste time and effort on converting someone only for them to find out that they needed the solution yesterday.

Chatbots are a really great way to determine when prospects need your services. You can just have them ask what project they’re starting or how soon they need the solution.

This is another way to avoid wasting your time on clients who only want the cheapest, quickest service.

For a project with a set date, this strategy is great.

5. Do They Meet Your Basic Requirements?

A lot of times, a company will hire new salespeople based on their ability to meet the customer’s needs. Interactive content is one way for companies to determine this.

Assessments are great for this position.

GMR Transcription created a quiz called “Are You A Good Fit?” to help them find the right candidates for their company.

interactive content

The whole tool is designed to help them quickly eliminate leads that are not a good fit.

This is something that can be used during the hiring process, but it could also apply to other things like screening potential prospects and customers.

Bottom Line

You can collect important information about your leads when they interact with interactive content. This will help you prequalify them.

By asking the right questions, you can find out what they need and if it matches your product or service.

After that, you can use interactive content to segment your leads and deliver relevant offers.

With the new advances in chatbot and AI technology, interactive content is more popular than ever before.

Test and learn the process of how to use interactive content to prequalify prospects, so you can increase your bottom line.


 

Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀

 interactive content

 

    • A company in the Financial Services or Banking industry
    • Who have more than 10 employees
    • That spend money on Adwords
    • Who use Hubspot
    • Who currently have job openings for marketing help
    • With the role of HR Manager
    • That has only been in this role for less than 1 year
Editors Note:

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Justin McGill
About Author: Justin McGill
This post was written by Content at Scale, a solution that uses AI + a team of optimization specialists to publish hundreds of high quality, SEO optimized content straight to your blog. It’s the first and only solution that allows you to truly scale content marketing.