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How to Effectively Screen SEO Leads?

     
3:03 am on May 19, 2003 (gmt 0)

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This is a real problem on many sites I work on ... we are very good at generating many web leads but qualifying them is another matter.

I've had to work hard in each market segment to ask the right questions on the inquiry form to keep my customers' sales people from spending too much time following up on leads not right for their business.

The most common and easiest to solve is the small order inquiry that is qualified with a minimum order quantity or minimum dollar amount declaration.

But our SEO business has me shaking my head! What I really want to do is:

1) Route the 'high quality' leads to our best sales people
2) Send the 'low quality' leads to the trash or send an automated response.
3) Route all others to junior sales people

What information on a SEO request form would you ask to use as a routing 'key' to the above recipients?

5:17 am on May 19, 2003 (gmt 0)

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WebmasterWorld Senior Member jeremy_goodrich is a WebmasterWorld Top Contributor of All Time 10+ Year Member

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For me, I use dollar value.

The inquery that comes in -> with the biggest budget, goes to me :) Then, the ones that are lower, the senior reps.

After that, there is the 'trash' algorithm, that double checks for such nonsense as 'travel' 'hotel' 'pharmacy' 'casino' etc - so that I don't accidently route some spam to the poor junior sales people.

Another algo (trade secret, but why not?) that I use in filtering is my 'fortune 500 algorithm' which says that, if the contact is from some very well known company, it goes to the senior staffers.

As well, for a few years now, I have been harvesting 'known names' from major sources of industry news. This way, when an inquery from somebody in that field comes in, it goes to the PR dept (those journalists can never be trusted to use the 'media inquery' from the drop down menu).

Let's see, what else?

Oh, for some smaller packages, I just give them an auto responder that says, "$50 consultation fee" and explains the value they get for the money, etc.

Then, if they click 'yes' in the email -> and pay via PayPal, they get my latest ebook -> how to get 1000 SEO inqueries a day.

Dunno, dude. Sounds like you have sales volume / problems -> that most people would say, "aren't problems, but opportunities"

Try using Act or Goldmine, to keep track of contacts, etc. It integrates well with outlook.

1:08 pm on May 19, 2003 (gmt 0)

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>The most common and easiest to solve is the small order inquiry that is qualified with a minimum order quantity or minimum dollar amount declaration.

I think that's your key. Too many leads means RAISE PRICES. When your salesforce is on the phone, tell them to slip in the price early. Hopefully they can quickly identify quality leads.