Qualifying inbound leads for higher education

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[Music] welcome to community quick tips in this video we're diving into a game changer for lead qualification and that's the convert leads conversation available with our engaged skill specifically we'll be looking into the discovery flow we'll also show you how you can use this conversation flow to pre-qualify your leads before your representative ever has to invest their time we'll let the numbers speak for themselves however some of our customers utilizing this conversation have seen conversation rates of 29% and conversation qualified rates of 18% let's go ahead and get started the discovery conversation flow variation utilizes 10 powerful objectives and exchanges that created Dynamic multi-functional engagement tailored perfectly for qualifying inbound leads the four core objectives however are verify interest Discovery verify contact information and verify contact is satisfied these form the backbone of the discovery flow their main objective gauging the level of interest within the contacts responses and bringing the right ones to your attention verify interest will kick off the conversation initiating contact to confirm interest then the discovery exchange begins this is your ticket to pre-qualifying leads allowing you to ask questions that ensure your lead fits your ideal customer profile before your rep ever has to step [Music] in like any effective conversation it starts by personalizing your messaging via the conversation editor editing the conversation variables and using p Fields will be the crucial elements to focus on here you'll want to set up a few different contact lists to depending on your different types of leads and the specifics of who you want to Target let's start by adding a warm greeding in the conversation field remember these are inbound leads so approach them warmly and confidently next add your value proposition to the informational statement field you'll want to make sure this value proposition matches the intended audience you can use different contact lists if your value proposition will vary based on your intended audience next will want to address the action they took and what they took that action on for example you could reference checking out a demo or expressed interest in our free consultation now this will be the most important field you adjust the process description what you're trying to do here is ask probing questions that will help your rep get a better understanding of the lead and see if they fit your ideal customer profile this also provides a unique opportunity for your rep to come prepared to a meeting with products and services already tailored to their needs that will be sure to wow them so let's focus on what makes a good probing question for an RDA here's an example of an open the question the question does not have a definitive or binary answer because of this the lead's response can vary a great deal this type of question can help you elicit a more detailed and personalized answer from your lead but because of this variance your RDA will capture the response and alert the corresponding rep the other type of question you could use is a close-ended question close-ended questions are designed to elicit a response from a list of options think of these as yes or no true or false or ABC type questions because of this predefined list of answers ERS your RDA can take action on a lead's response depending on which option they go with let's look at an example of convert leads Discovery in action so let's say you get a new lead overnight for a price quote and before you've even started your day your RDA has already begun engaging the lead to verify their interest after the lead has confirmed their interest your assistant will move on to the Discovery phase this is the phase where your assistant can find out a little more of that information from your lead to verify if they fit your ideal customer profile your assistant performs just as any SDR would in clarifies whether this lead is a good fit for your company and your sales rep's time in this example we can see the assistant gets an idea of whether the lead's budget is aligned with your company's pricing this is just one example however of a discovery question you could ask maybe it makes more sense for you to verify the number of expense reports the number of users who will need access or the types of Integrations they currently have using the conversation editor you can craft this conversation to align exactly with the objective and needs of your business there's a lot more you can do with conversa to help you modify your inbound lead processes then we would be able to cover in one video features like conversation rules and conversa answers can both be used with convert leads Discovery to further automate your lead workflows and save you even more time when you combine them with the convert leads conversation and there you have it you're ready to start qualifying inbound leads using conversa by customizing your convert leads conversation to include probing questions you can ensure your reps are only going after leads that are worth their time and bring your company the appropriate Revenue if you have any questions or need more information please feel free to check us out in the conversa community we along with the network of your peers are Paving a path forward for generative and conversational AI in end of Rise thanks for watching and happy conversing