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hey guys uh welcome back to leeds everyday it's matt here and uh today i'm talking about funnels uh so if you are following the leads everyday hashtag you will know by now that every weekday i come to you with more tips on how to get more leads into your business and today it's all about the funnel so qualification what is it that qualifies people through your sales and marketing funnel now if you've seen our videos seen my broadcast before i've talked about the different stages of your sales and marketing funnel and i like to keep things simple uh so i'm talking about three steps there could be more stages to your funnel but let's let's keep it simple for most people it's about taking people on this journey at the top of your funnel you've got information qualified leads those people are interested in your content they'll download your ebooks they'll look at your white papers and stuff like that and that's as much as they want at this stage they just want some of your info so they might have read your blogs they might have seen your social media updates and they might have jumped through to your site and what you want to give them is if you want something nice and easy and what everybody does give them an ebook or a white paper something that you can put together full of statistics full of data full of helpful information that they can go away and perhaps implement a few things for themselves that's going to make them information qualified now that information you give them is relative to the pain in their life that you can help to solve okay so keep it relevant keep it contextual information now the next stage you want to get them to is being marketing qualified leads now a marketing qualified lead has gone beyond the information and is now showing an interest in your solution so the kinds of things you want to give them at this stage are uh information about your solutions so perhaps a a brochure might be testimonials it's social proof are really good at this stage so case studies who have you done uh this for have you provided these solutions to before what were the results and the more you can make it about that particular prospect the better so personalize it recognize if you know their industry give them case studies that are relative to that industry you know make it as personalized as you can you'll get better conversions that way you can capture that data in your forms so ask them what industry are you in uh what's the name of your business even you know things like that um then the last stage the third stage is sales qualified lead and no prizes for guessing this is when they show an interest in actually buying your solution now there might be a couple of things you need to address at this stage there might be a couple of um sales related questions how much do you charge how long am i tied in for but there might be a couple of pushbacks um it seems a bit expensive or these guys over there you know one of your competitors uh offers what looks like a better solution or what is your usp all those types of questions but at this stage what you want to do is get in front of your prospect or get them experiencing what it is you offer so a lot of software as a service or sas companies you know if you uh use a solution online hosted software you know a lot of these guys will give a trial or a demo um so you might get a free 14-day trial you might be able to jump on a webinar and actually have someone walk you through the software if you're in a service business it might be a consultation you want to get face-to-face with people that way you can face the questions you can face the objections and you can go through the sales process with this person who is otherwise pre-sold they've they've been through this whole marketing funnel with you they've read your ebook they've looked at your brochure they've read your case studies uh they're in front of you talking to you and they've received all your emails that got them to this stage so recognize that that that process recognize the number of touch points that they've got you don't have to give them the hard sell at this point they want what you've got you've just got to tick off the last few boxes and and close the deal so that's my simple three stage qualification process information qualified lead marketing qualified lead sales qualified lead give them information at the top keep it contextual keep it relevant keep it helpful in the middle of the funnel marketing qualified leads they want social proof give them case studies testimonials and tell them what your solutions are and at the sales stage get them into a sales situation demo trial consultation whatever it might be that's it for today that's that's qualification for you if you want to see my previous broadcast all of these are being downloaded and then uploaded to my youtube channel so get onto youtube search for the leads everyday you'll find some of my videos throughout the last three weeks i've been saving these so we're getting up a nice little library of periscope broadcasts follow me give me a little swipe to the right tap on my name and and you'll get notifications every weekday when i do the leeds everyday broadcasts uh so that's it for tonight guys uh tune in next time tomorrow i'll be back discussing content so i'll see you then take care