Real-time Lead Qualification with Self-Qualification Forms

Generating leads is a crucial aspect of any business's growth strategy, but not all leads are created equal. As per recent market research, 61% of marketers in B2B are finding it difficult to generate high-quality leads. Also, 67% of sales are lost because sales reps cannot qualify leads before taking them down the funnel. The real value lies in converting high-quality leads that are more likely to convert into loyal customers. This is where lead qualification comes into play.

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What is Lead Qualification?

Lead qualification is the process of determining whether a potential customer is a good fit for your business. It helps you focus your sales and marketing efforts on the leads that are most likely to convert.

Consider a person who had 1000 leads but only contacted 10 of them because they were qualified. Out of those 10 qualified leads, they were able to acquire 6 customers, resulting in a 60% conversion rate. This example illustrates the importance of pursuing qualified leads. If the person had contacted all 1000 leads, they would have likely experienced mental fatigue and not achieved such a good conversion rate.  

By focusing on qualified leads, businesses can achieve their goals with much ease.

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Three levels for qualifying sales leads

The lead qualification process has three levels: MQL, SAL, and SQL.

• MQL: Marketing Qualified Lead. A lead that has shown interest in your product or service by interacting with your marketing content, free trials, or e-books. These are lead magnets, and if leads opt for them, they turn onto MQL. This way, you can move the interested leads further down the sales funnel.
• SAL: Sales Accepted Lead. An MQL that has been nurtured and qualified by the marketing team and is ready to be passed to sales.
• SQL: Sales Qualified Lead. A SAL that has met all the criteria to be considered a potential customer.

The marketing and sales teams need to be on the same page to ensure that leads are qualified effectively. SAL helps to bridge the gap between the two teams by providing a clear definition of what constitutes a qualified lead.

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Lead Qualification Forms

One way to improve lead qualification is to use self-qualification forms. These forms allow potential customers to qualify themselves by providing information about their needs, interests, and budget. This information can then be used to determine whether they are a good fit for your product or service.  

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Examples of Self-Qualification Forms

1. Free trial form: Many SaaS companies offer free trials to potential customers. These trials allow potential customers to try the product before they commit to buying it.
2. Lead magnets: They are free resources, such as ebooks, white papers, or checklists, that you offer in exchange for contact information. Lead magnets are a great way to attract potential customers and qualify them at the same time.
3. Contact form: They are a simple way for potential customers to get in touch with you. You can use contact forms to qualify leads by asking questions about their needs and interests.
4. Book a demo form: It is a form that potential customers fill out to request a demo of a product or service. The form typically asks for basic information about the customer's business, such as their industry, size, and needs. It may also ask for contact information so that the sales team can follow up.

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Key stats to keep in mind when designing your lead gen form

1. The average form abandonment rate is 26%. This means that for every 100 people who start filling out your form, 26 of them will abandon it before submitting it.
2. The longer the form, the higher the abandonment rate. For every additional field you add to your form, you can expect the abandonment rate to increase by 10%.
3. People are more likely to complete a form if they're offered a reward. Studies have shown that offering a reward can increase form completion rates by up to 50%.
4. Mobile users are more likely to abandon forms than desktop users. The abandonment rate for mobile forms is 33%, compared to 26% for desktop forms.
5. 70% of people will abandon a form if they have to fill out more than 10 fields.

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Most common reasons for form abandonment

1. The form is too long. People are busy and don't have time to fill out long forms. Keep your forms as short as possible, ideally no more than 7-10 fields.
2. The form is not mobile-friendly. More and more people are using their smartphones and tablets to browse the web, so it's important to make sure your form is mobile-friendly.
3. The form is not clear or concise. People should be able to easily understand what information you're asking for and how to best answer your questions. Use clear and concise language and avoid jargon.
4. The form does not offer a clear incentive. People are more likely to complete a form if they know what they're getting in return. Offer a clear incentive, such as a discount, free ebook, or access to exclusive content.
5. The form is not secure. People are more likely to abandon a form if they don't trust that their information is secure. Use a secure form and let people know that their information is safe.

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Designing Effective Self-Qualification Forms

General Best Practices for Self-Qualification Forms are:

1. Identify Key Qualifying Questions: Start by identifying the critical factors that define a qualified lead for your business. These may include factors like budget, timeline, industry, specific pain points, and desired solutions.
2. Keep it Simple and User-Friendly: A long and complicated form can deter potential leads from completing it.  
3. Use checkboxes, radio buttons, and dropdown menus to make the process faster and more convenient for users.
4. The fewer fields you ask for, the more likely people are to complete the form.
5. Aim for no more than 7-10 fields.
6. Aim for a form that takes no more than 3-5 minutes to complete.
7. Implement Progressive Profiling: Consider using progressive profiling to avoid overwhelming prospects with a lengthy form. Progressive profiling gradually gathers more information from a lead over time, with each interaction revealing new questions based on previous responses.
8. Utilize Conditional Logic: Incorporate conditional logic into your form to tailor subsequent questions based on earlier responses. This helps personalize the user experience and ensures that prospects are presented with only relevant questions.
9. Clear and Concise Copy: Use simple and engaging language to explain the purpose and benefits of the form.
10. Use Visual Cues: Employ visual elements like arrows or checkmarks to guide users through the form.
11. Implement Progress Indicators: If the form is lengthy, display a progress bar to show users how far along they are.
12. Test and Optimize: Continuously test and optimize the forms based on user feedback and conversion rates.
13. Privacy and Data Security: Assure users that their information is secure and provide a link to the privacy policy.

By following these best practices, you can design effective self-qualification forms that not only engage users but also provide valuable insights to help you convert leads into customers.

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1. Free Trial Forms

• Keep it Concise: Free trial forms should be short and straightforward. Ask for essential information like name, email, and company name. Avoid overwhelming prospects with too many questions.
• Highlight Value: Clearly state the benefits of the free trial to encourage sign-ups. Explain what users will gain from the trial and how it can solve their pain points.
• Clear Call-to-Action (CTA): Use a prominent and enticing CTA that explicitly says "Start Free Trial" or similar. The CTA button should stand out on the page.
• Optimize for Mobile: Ensure the form is mobile-responsive and easy to fill out on various devices.
• Follow Up: Send a welcome email after the free trial sign-up with instructions on getting started.

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2. Lead Magnets

• Offer Relevant Content: Ensure the lead magnet aligns with the content or topic that attracted the user. The form should offer the promised content (e.g., eBook, whitepaper) upon completion.
• Ask for Necessary Details: Request information that helps identify the lead's interests and requirements related to the lead magnet topic.
• Simple Download Process: Make it easy for users to access the lead magnet immediately after form submission. Consider using inline download links or sending the content via email.
• Personalization: Use conditional logic to tailor follow-up communications based on the user's interests, as revealed in the lead magnet form.

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3. Contact Forms

• Limit Required Fields: Keep the contact form short and ask for only essential information, such as name, email, and message. Minimize friction to encourage submissions.
• Add Validation: Implement real-time validation to ensure users input accurate email addresses and phone numbers.
• Provide Contact Options: Offer multiple contact options (e.g., phone, email) so users can choose their preferred method of communication.
• Thank-You Page: Redirect users to a thank-you page after form submission, confirming that their message was received and that you'll get back to them soon.

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4. Book a Demo Forms

• Request Relevant Information: Ask questions that help qualify the lead for the demo, such as their role in the decision-making process, company size, and specific pain points.
• Scheduling Integration: Integrate the form with a scheduling tool to allow users to select their preferred demo date and time.
• Personalization: Customize the form with the prospect's name (if known) to make it more engaging.
• Provide Assurance: Mention that the demo will be tailored to the prospect's specific needs and interests.

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Placing Self-Qualification Forms Strategically

1. Landing Pages: Embed self-qualification forms on dedicated landing pages that align with specific marketing campaigns or content. This ensures that leads from different sources are segmented appropriately.
2. Blog Posts and Content Offers: Include self-qualification forms at the end of blog posts or content offers. By the time readers reach the end of a valuable piece of content, they are more likely to engage with the form.
3. Pop-Ups and Slide-Ins: Strategically use pop-ups or slide-ins on your website to prompt visitors to fill out the self-qualification form. These can be triggered based on user behavior, such as time on site, scroll depth, or exit intent.
4. Make it easy to submit the form. The submit button should be clearly visible and easy to click.

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Form Optimization

With Clearbit and Zoominfo form optimization and real-time enrichment, you can have a short form — even just a one-field form — while getting all the data you need on incoming leads.

When a lead enters their work email address, Clearbit and Zoominfo Enrichment loads relevant data points, like their job role, title, industry, and company size, into your marketing automation platform or system of record.

That gives you the option to autofill fields for leads to validate information, or our usual recommendation — hide fields unless Clearbit and Zoominfo can’t find the relevant data point.

So if Clearbit's and Zoominfo's background enrichment process doesn’t find a match, your form dynamically expands so that you can still collect the information you need.

Clearbit form shortening works with any of the Clearbit Enrichment for marketing automation integrations — HubSpot, Pardot, and Marketo — and is easy to set up.

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Real-Time Lead Qualification

Imagine this:

A potential customer visits your website, excited about your product. They fill out a form, eager to learn more. But then... crickets. Days pass without a response. By the time your sales team reaches out, their interest has dwindled. This scenario, unfortunately, is all too common. A shocking 39% of leads are lost on average due to slow qualification and a poor experience with SDRs/BDRs.  

Tired of wasting time on demo meetings with invalid, free, and temporary email addresses? 🙄

As a sales professional, you know how valuable your time is. ⏳

So why are you wasting it on demo or sales meetings with people who use free/temporary email domains or invalid email addresses? 🤯

This can lead to a lot of wasted time for sales teams, as they have to chase down leads who are never going to convert. 😞

Did you know that there are more than 4,768 free, disposable/temporary email domains? 😮

The average sales rep spends about 30% of their time on activities that don't generate revenue. 🚫

And a significant portion of that time is wasted on trying to contact invalid leads. ❌

According to a study by LeadGenius, 20% of all email addresses are invalid. 🤯 And of those, 60% are disposable email addresses. 🗑️

This means that if your sales team is reaching out to 100 leads per day, then 20 of those leads are going to be invalid. ❌ And 12 of those leads are going to be using disposable email addresses. 🗑️

That's a lot of wasted time. ⏳❌🗑️

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Instantly Qualify, Route and Schedule your Leads using Leadmonk

Convert leads into meetings by qualifying, routing, and scheduling in real-time from anywhere — be it your web form, cold calls, campaigns, and more.

‍Book Meetings From Your Web Form

Seamlessly automate booking demo or sales meetings directly from your Pardot, Marketo, custom Webform or HubSpot forms using Leadmonk. When a form is submitted on your website, Leadmonk instantly qualifies the lead, routes it to the right sales rep, and displays the booking page so your prospect can book a meeting - all in a matter of seconds.

‍Fix your leaky funnel with Leadmonk - No more long sales cycles. Go straight to meetings with qualified leads.

Boost your win rate by 50% - The average vendor response time for a demo request is 42 hours. Responding within 5 minutes can increase your chances of winning the deal by 50%.

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Instant Lead-Qualification

Here at Leadmonk, we help you:

• Qualify leads 10x faster: Ditch the lengthy back-and-forth with SDRs. You can build a real-time lead qualification track in Leadmonk that assesses leads based on their self-provided information and enriched data. This means qualified leads get routed directly to demos or sales reps, eliminating friction and boosting conversion rates.
• Say goodbye to junk meetings: Tired of spending time on unqualified leads? Our system weeds out those who aren't a good fit, reducing junk meetings by a whopping 90%. Imagine the time and resources you'll save!
• Ensure quality lead data: No more wasted resources on invalid leads! Our real-time email verification eliminates disposable, personal, and temporary email addresses from your forms. This means you're working with accurate data, improving deliverability and reducing bounce rates.

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Real-time Lead Routing

Route and assign leads to the right sales reps, at the right time using round-robin, account-based, or territory-based distribution. Quickly and accurately route leads from all GTM channels. Go straight to meetings with qualified leads.

‍Ditch the Spreadsheet, for Good - Stop wasting time with manual lead routing. Leadmonk ensures every rep gets the same number of meetings—even when cancellations and no-shows happen.

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Scheduling Simplified

Make it easy for your customers to schedule meetings on demand without the back and forth. Distribute incoming meetings fairly using round robin, prioritizing availability, or with equal weight or a weighted average.

Boost your conversion rate by 150% - Schedule meetings quickly by adding Leadmonk to your website, emails, text messages, WhatsApp, or social profiles. Watch conversion skyrocket by up to 150%.

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Handoff Leads Like a Pro

Automate lead routing and scheduling for lightning-fast handoffs across your entire sales funnel. SDRs can book meetings for AEs from anywhere, with just a few clicks. No more back-and-forth emails or scheduling conflicts.

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Instantly disqualifying leads not meeting ICP criteria with Leadmonk

Meeting queues are powerful tools for managing inbound meeting requests. By defining specific criteria, you can automatically disqualify leads that don't meet your meeting requirements. This helps streamline your sales process and ensures that your sales team focuses on qualified prospects.

Defining Qualification Criteria

To effectively disqualify leads, you need to establish clear criteria. This can be based on:

• Form Fields: Information directly captured from the lead's submission form.
• Enriched Fields: Data added to the lead's profile through enrichment services like Clearbit or Zoominfo.
• CRM Object Fields: Data from CRM objects like Lead, Contact, Account, or Company.

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Note: Rules based on CRM object fields are primarily applicable to existing leads in your CRM and not for new inbound leads.

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Creating Disqualification Rules in Meeting Queues

1. Access Your Meeting Queue Settings: Navigate to the Rules section of your meeting queue.

2. Create a New Rule: Add a new rule to your meeting queue.

3. Define the Conditions: Specify the conditions that will trigger disqualification. For example:

• Form Field: "Company Size" is less than 10 employees.
• Enriched Field: "Industry" is not in the "Technology" sector.
• CRM Object Field: "Lead Status" is "Closed Lost."

4. Choose the Action: In the "Action" section of the rule, select "Custom action".

5. Specify the Disqualification Action: Choose one of the following actions:

• Show Thank You Message: Display a customized thank you message to the disqualified lead.
• Redirect to a Landing Page: Direct the lead to a specific landing page.
• Redirect to a Team Meeting Type: Assign the lead to a different meeting type, such as a group meeting or a follow-up meeting.

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Example Disqualification Rule

Rule: If the "Company Revenue" is less than $100,000 and the "Industry" is not "Technology", disqualify the lead.

Action: Show a thank you message and redirect to a landing page with a relevant resource.

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How does the meeting queue work

The Meeting Queue works like this: If Qualifying rules are met, then Routing actions are performed.

• Inbound router is used in Leadmonk to seamlessly automate booking demo or sales meetings directly from your Pardot, Marketo, custom Webform or HubSpot forms.
• When a form is submitted on your website, Leadmonk instantly qualifies the lead, routes it to the right sales rep, and displays the booking page so your prospect can book a meeting - all in a matter of seconds.
• Assign meeting queues to an inbound router in the order they have to be processed. Because meeting queues are processed in the sequence they are placed in the router. and once a queue is processed successfully, further queues processing of inbound lead stops.
  
• When someone submits a form on your website, the system checks it against the rules you set in the "Rules" section of the meeting queue.
  
• If the meeting request matches those rules, the system then performs the actions you defined in the "Assign meetign to" section of the meeting queue.

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Below are the various conditions available in meeting queues to setup qualifying rules. Depending on the form parameter type, subset of these conditions are available to setup the rules (e.g.: domain conditions are relevant for email form parameter. Whereas >, <, >=, <= are relevant for number form parameter).

Sample lead qualification meeting queues

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Benefits of Disqualifying Leads

• Improved Sales Efficiency: Focuses sales team on qualified prospects.
• Enhanced Customer Experience: Provides a more personalized experience by tailoring responses.
• Data-Driven Decision Making: Enables better understanding of lead quality.

By effectively utilizing meeting queues and defining clear disqualification criteria, you can optimize your sales process and achieve better results.

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Conclusion

Self-qualifying forms are a valuable tool for businesses that want to increase lead qualification and book more demos. By asking the right questions on your form, you can quickly and easily assess whether a lead is a good fit for your product or service. This helps you to focus your sales efforts on the most promising leads and to avoid wasting time on leads that are not a good fit.

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Streamline Your Business

• For a streamlined sales process, explore both round robin scheduling and multi-host meetings.
• Explore Leadmonk, appointment scheduling software specifically designed for Pipedrive CRM.
• Boost Revenue: Dive deep into strategies for speeding up B2B sales and maximizing revenue.
• Capture More Leads: Enhance your lead capture capabilities by integrating Clearbit with Leadmonk.
• Close More Deals: Close more SaaS deals with automated demo and sales meeting scheduling, and discover tips and tools to increase SDR and BDR productivity.
• Qualify Leads Like a Pro: Refine your lead qualification process with resources on faster B2B qualification, self-qualification forms, and proven lead generation and conversion strategies.
• Targeted Sales & Conversions: Close more deals by routing leads to the right sales rep, and learn how to generate high-quality leads that convert into meetings with our ultimate guide.