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hey this is Edwin from making an impact owner of foxhound advertising and I'm just going to jump right into this video why you hopped in here this is going to be on a sales qualify qualification checklist for 2023 the number one framework for qualifying leads and this video is for anybody who uh you know has struggled with getting quality leads right people who can actually buy and in a moment I will show how you can actually ensure you're getting inbound leads with actual buying intent but first we just got to go through like if you're experiencing this you know what it's like to have Tire kickers on the phone if you if you're offering a service or a higher ticket product people who are just kind of coming in Price shopping you know you might have leads that got lots of objections um leads who don't have decision making power if they're you know B to b or if it's you know husband and wife it's a if it's a higher ticket offer um that obviously leads who they're very interested they want what you have they just don't have the budget they don't have a way of uh making it work or at the end of the day leads who are interested who can buy from you but have some pretty big red flags that you know can kind of Point these are going to be nightmare clients who are just going to suck up all of your time um and just totally you know make life miserable for you or on top of that you might be getting like cold absolutely dead leads that have no urgency to actually buy your product or service and it could be a mess a big headache right so we all know you know how frustrating it is to have the the folks who are just Tire kickers um you know we or or if they just straight up don't have any money and if I can find my share screen button here um so you know folks like you know popping over here you know the typical youth salesman thing but you know even when the reason you salesman has to be so aggressive is because so many people pop up and they're just Price shopping and everything like that and that can be a problem right if if it's showing that you are a commodity now one of my earlier uh videos I talked about how a real quick solution for getting yourself out of the commodity zone is figuring out what can you do that is different that is unique right that is unique what can you do that's unique um that gets you a lake up and I'll probably do another video fully in depth on that um you know the the example I used before was the guys and tuxedos and things like that who are security guards and that got everybody talking and stuff like that but there's other other ways you you can do things that are unique um that'll immediately make you cut through but beyond that if if you're struggling to get qualified leads who number one they're not going to have tons of objections number two who aren't going to have you know empty Pockets um you know so it's like you know the first hurdle is getting people who are interested in you the second hurdle is getting people who are interested in you who actually have money to spend right and the the easiest solution for this is to create a qualification process and that's that's what we're going to do today in this video um now you know I'm a big proponent of what's called inbound marketing and inbound marketing very simply means that we've just got some sort of lead Magnet or you know some sort of free sample or something that we're given to people and when they opt in for that then we ask them to do what we want them to do or a little call to action here which might be hey buy this thing now sign up for our service and book an appointment you know get an estimate and in the meantime most people won't do that so the rest of the people we when we give them the the free sample or the lead magnet whatever we give them we grab their email or we grab their phone number and we have them on our list and so then we just keep following up with them and keep telling them hey you know go book that appointment or go buy this thing super simple now the the problem right is a lot of folks are like okay great I'm getting all sorts of people to my lead magnet here the issue is they are broke they have no money or they are these Tire kickers so what do we do now what I like to add is a a qualification process so Q for qualification process and a qualification process is anything you can stick it after this point you could stick it you know in the middle here you could even stick it right in front of your lead magnet if you don't want people downloading your lead magnet unless they qualify and we're going to go through a real quick you know two to three point checklist here that'll make this super simple if you're just starting out I would recommend stick it over here though so that you can just get lots of leads and and you might you know find that hey if they don't buy this thing maybe we can make a new new service or a new product at least you're growing your list over here and you can keep remarketing to people down the road for something that they might be qualified to buy later down the road but again if you want to be super aggressive it might be more costly on the front end but you can be super aggressive and qualified people at this stage up to you it's a toss-up I can make a video about that down the road uh your qualification process the checklist that we're going to go through here the framework that you want to use is just sit back and ask yourself real quickly if I had to work for free with somebody and only got paid after I delivered the results right so they make a bet with me and I say hey I'll do this for free I'll give you this product for free I'll give you the service free you don't pay me until after you are satisfied or until after you get the results that I promised you what are the two to three things that that person needs to have for you to feel confident making this bet now I got this question from Frank Kern I think Frank Kern got this question from Dean Jackson um but basically it's like what are the two to three things that your ideal customer your ideal Prospect needs to have for you to feel like oh man we could totally like work for free for this person at first because like I know I can get them the results I know they're going to love our product I know they're going to love our you know vegan cookies or whatever it is like if they've got these two to three things right and and you know I've got a marketing agency in our business usually it's you know we had one offer that um is using Ai and things like that and so for us it was like Hey number one if they have a high ticket offer um number two they are running paid ads so Facebook or Google or Tick Tock um and and number three they have at least one other team member who can manage this uh who can pilot this AI boom like we could totally do just start you know from day one basically saying like hey don't pay us until 30 days from now when you've got a calendar full of booked appointments because we're confident you've got a high ticket offer you you you're already running paid ads so we know we there's going to be enough traffic coming and we we uh you've got someone who can manage this so we know that you as the business owner aren't going to be juggling 50 plates you've already got someone on your team who we can check in with on a weekly basis and make sure that you know everything is fine and sure enough Boom Like We explode to their calendars with like 60 appointments uh a month you know like like that because they've already got those two or three things and so that tells us and and part of that you know if you're kind of struggling like you can you can think also like okay what is it they need uh in terms of budget uh what is it they need in terms of timeline uh and what is it they need in terms of like resources to actually get the results so if you're more of a service based industry um obviously like uh you know any sort of like automobile repair or something like that okay too they have insurance um you know what kind of carrier do they have you know whatever those qualifications are those two to three things that just like hey these are these are the basic bear things that someone has to have um so once you you know take a second you know list that out real quickly those two to three things that is going to be your qualification process your qualification checklist and that's going to be an asset you can use forever so you can use that like I said you could put it right in front of you know when they go to download your lead Magnet or get your free sample or whatever you just ask them like hey we really want to give you this awesome thing um real quickly do you mind telling us if you have X if you have y and if you have Z you know you're three qualification things here and if they say you know yes to all those great you're push them forward to the lead magnet you could get tricky and if they say no to one of them you could send them to a different lead Magnet or something like that don't do that right now though don't keep it don't make complicated again I wouldn't even recommend starting here I would recommend only placing this after you've generated the lead after you've gotten them to opt in and give them give you their their email address or their phone number or something and then you can ask them like before they you either book a call with you go to get an estimate um you know buy your your product whatever I would I would much more prefer if you're just starting out right now uh on on creating an inbound marketing funnel I would much prefer that you put this qualification process down here before they take their next action so generate the lead real quickly then qualify them and it's as easy as this now there's a few other things you can do too one of my favorites is uh when you have a let's say it's a sales call or an estimate or they've come in for an in-person meeting maybe you're a physical trainer they've come in to learn more about your process whatever that is um if it's if it's you know kind of more of a sales call environment where you've got to close the deal one of my favorite extra qualifiers to add on here uh and this works really well especially right now in 2023 is using the old why question now this comes from I got this from uh Chris Voss he used to be the FBI hostage negotiator you know head of that department um long story there uh but basically he points out they found human psychology we really want to avoid using why questions as much as possible because when you say you know hey why'd you do that suddenly you put someone on the defense um you know if you walk up to someone you're getting to know them and you're like well why do you like this kind of style of painting versus that style of painting it immediately puts people just like on the defense and but that can be used every once in a while to a really for for really good you know uh purpose and so 90 of the time you want to avoid using why questions in your sales process on sales calls Etc et cetera except for except for as soon as you start the call or as soon as you start that meeting as soon as you start that sales conversation you just want to ask hey why were you interested in our service um so it's literally like Ring Ring Hey John what's going on awesome we had a chat here scheduled for 3 P.M EST is this a bad time um cool well I want to respect your time you know I'll just hop into it uh real quick just off the bat you know bat do you mind uh queuing me in like why were you interested in in our service what we've got going on and then just sit back and let them speak because what's going to happen when you ask this why question right at the beginning of your sales conversation you're putting them on the defense now you notice there with my like my tonality and everything I didn't make it really aggressive or anything um but you're putting them on the defense and they have to either defend why they are interested in your product or service which is qualifying them if they are already off the bat defending you or very quickly you're going to see if they choose not to defend their interest in you you very quickly are going to be like all right this is a red flag there's probably no deal on the table this person's probably a tire kicker or probably doesn't have any budget or probably is going to have 50 000 objections to this thing and I'm just going to end this call you know sooner than later rather than wasting a you know 30 minutes uh talking to this person so what will happen is you'll get basically one of three responses either number one they are going to just like kind of get upset and turn it around on you so I'll put T here for like they're just gonna turn around on there and we're like well I don't know why you know you tell me why I should be interested in your guys's service all right so that's that's the big red flag that's like a red light right there that you're like all right this person we ain't doing business with them this guy he's not sold on anything he's not qualified he's not you know nurtured um you know basically you could end the conversation there and yeah yeah um now in the middle kind of more yellow light would be someone who would say well I don't really know I I don't know I just I saw your ad or I I saw the thing you sent me and I I don't know I just clicked and I just know how to find out more okay so they're they're yellow you know that that tells us they're they're Tire kicking um and again same thing there I would probably end the conversation pretty quickly um you know after finding out a little bit more um so yeah if they just kind of give you the whole question mark response like I don't know um you know they're basically saying like I don't know you tell me but if you don't get those two responses you're gonna get the the defense response which is basically where they start saying like well I saw your ad and you know really appreciated what you said about using inbound marketing instead of doing cold calling and I've been struggling a lot with this problem and I'm looking for some just like immediately people are going to open up and start basically explaining why they want your service so these two things combined like immediately uh this is just kind of like a one one two punch Juggernaut sort of thing you can use to qualify leads very quickly in a low labor way this is like your 80 20 principle that's just going to eliminate you know 80 of the waste and get 20 of the people that you want to talk to you know qualify them first by figuring out what are those two to three things they need and then um obviously ask them on the call on the chat hey why were you interested in this in the first place and if they start defending it in a positive way in a friendly way in a way that explains their problems and how they see you as the solution boom you you know you got a deal on the table and now you can do what you do best and and sell it to them uh on top of that like I said there is a third kind of way or third leg here to add that would really supercharge this and really ensure that you're getting people with buying intent coming into your pipeline in in the first place and so you know we've got this inbound marketing funnel that you're probably working on right now and it's all depends on your traffic where is your traffic coming from um because long term this will hopefully nurture people the the emails and you know phone text messages and things like that you send out to nurture people long term that should be doing that but that takes a while and that's you know an art and of itself and a skill in of itself what if you started here here by only attracting people who were already in a buying mode which is actually a lot simpler and a lot cheaper Than People realize um again I'll make sure this link is in the in is in the uh chat my partner Paul Murphy he's actually got a uh quick course here that's showing people how they can literally get free Google ads and the strength of Google like number one Google's the the number one search engine but the thing that I love about Google versus like Facebook ads or Tick Tock ads or like LinkedIn especially versus you know cold Outreach like email and stuff like that is that stuff is all basically interrupting right cold email is the most interrupting cold calling is the most interrupting because you're just being an unwelcome pest Facebook ads LinkedIn ads you know you're popping up in the news feed it's a step better than just like cold calling people and berating people but you're still interrupting them right they are not and they are on Facebook to look at cat videos or whatever um and and and they're not in the like buying mode versus Google I think I was just messing around up here like you know if I'm typing in how much is a resume service uh or looks like um yeah like affordable resume writing services if I'm typing something like that in man I'm probably looking to hire someone who's a resume writer or a career coach to help me get a job right and what's really crazy is looking this up right now like this is a whole industry that could very quickly be dominated I think in one of my earlier videos I showed like uh what was that hairstyle suits me you know just as an example here wait for my widget to load yeah I don't know what hairstyles do suits me yeah so right off the bat like there are these hidden pieces parts of Google that you can just very quickly create a single ad and you can just get it ranking super super easy it doesn't take any like technical know-how or anything like that again Paul he goes all in in depth on how to do this but it's it's literally you know like 9900 searches per month um if you create something you know you you create a little YouTube ad right there and it goes on Google and so now instead of interrupting people you're getting the 9 900 people um you know if you're a hair stylist you're getting the 9 900 people who are actively searching for that right now um or if you're a resume writer you know you get 590 people per month who are typing in hey I'm looking for affordable resume we're going to serve okay so they're looking to buy something um and you can obviously Noodle around with this too because you know maybe you're like well I don't want someone who's looking for affordable resume writing service okay so you do a little bit of searching there and and figure out okay what are my one to two two to three qualifications here so maybe they need to be a senior level uh employee at a larger firm okay so okay you make a an ad that specifically talks to those people and the nice thing about this system is it's not like Facebook ads where it's you know breaking down and everything like that you can see these guys they've got stuff that have been up for years um 2017. like this this gal right here she is just eating up all of this traffic all day long and again I bet you anything when you click on it you click on your video she does not offer people a lead magnet um or she does not offer people a call to action like booking an actual appointment with her um so she's probably leaving all sorts of money on the table and it's a tragedy and we should definitely get this over to her um so she can start using it but you can start using it too super super simple um but like I said that's really what it comes down to qualification process what are those two to three things that are going to qualify people once you get them into your pipeline if you have like a sales conversation with them you can supercharge it by asking them like hey why were you interested in this service if they start defending what you're doing then boom you're after the races you know you can close that deal real easy spend all your time with those people and then if you really want to supercharge it at the end of the day just attract the right people from from the beginning attract the people who are using keywords that show they are they have buying intent they're not just Tire kicking right now they actually want to buy this service uh today and they're looking to move forward um and there's billions of people on the Earth which means there are thousands of people searching for your service whether it's B2B b2c if it's a physical product whatever it is they you know those people are out there and they're actively searching and um you know it's real easy for you to slide in front of the momentum there so that's basically what I've got for you guys today my next video coming up if you hit the bell and subscribe so you don't miss out on it we're I'm going to talk about the pros and cons of using social media for inbound marketing specifically and why it's important to have a strategy that's time and cost effective that's what this is all about right so hit the Bell subscribe I'll see you on the next video where we just dive deep on okay how important is social media for inbound marketing until then stay awesome