Custom questions allow you to gather useful information to help your lead follow-up process instead of using them to disqualify good prospects. <\/p>\n\n\n\n
Here are some we recommend:<\/p>\n\n\n\n
\u00b7 Solution A<\/p>\n\n\n\n
\u00b7 Solution B<\/p>\n\n\n\n
\u00b7 Solution C<\/p>\n\n\n\n
\u00b7 Solution D<\/p>\n\n\n\n
\u00b7 Solution E<\/p>\n\n\n\n
\u00b7 Solution F<\/p>\n\n\n\n
\u00b7 Other _____ (require write-in answer)<\/p>\n\n\n\n
*NOTE: Asking this question provides your sales reps with an easy way to follow-up with a value proposition. Be prepared to show what value your solution adds that their current solution doesn\u2019t. This type of question is a strategic move for your follow-up strategy.<\/p>\n\n\n\n
\u00b7 Challenge 1<\/p>\n\n\n\n
\u00b7 Challenge 2<\/p>\n\n\n\n
\u00b7 Challenge 3<\/p>\n\n\n\n
\u00b7 Challenge 4<\/p>\n\n\n\n
\u00b7 Challenge 5<\/p>\n\n\n\n
\u00b7 Challenge 6<\/p>\n\n\n\n
\u00b7 Challenge 7<\/p>\n\n\n\n
\u00b7 None of the above<\/p>\n\n\n\n
*NOTE: This is another great way for your sales reps to follow-up on the leads by offering up a value proposition. Ask this question to learn their pain points, then use it to show how your solution can solve these pain points. This question is a great way to transition into a meaningful sales conversation.<\/p>\n\n\n\n
\u00b7 Now<\/p>\n\n\n\n
\u00b7 6-12 months<\/p>\n\n\n\n
\u00b7 12 months +<\/p>\n\n\n\n
\u00b7 Undecided<\/p>\n\n\n\n
*NOTE: Questions like this can help you decide which leads should go straight to your sales team and which leads would be better to go through a nurture stream first. We recommend using \u201cundecided\u201d instead of \u201cno, never, we\u2019re not, etc.\u201d otherwise it can lead to a dead-end conversation when following up.<\/p>\n\n\n\n
\u00b7 Decision Maker<\/p>\n\n\n\n
\u00b7 Influencer<\/p>\n\n\n\n
\u00b7 Researcher<\/p>\n\n\n\n
\u00b7 None<\/p>\n\n\n\n
*NOTE: This allows you to understand each person’s responsibility within the buying journey and to know who you will be engaging with once you are following up with the prospect.<\/p>\n\n\n\n
1. Would you like to receive a demo?<\/strong><\/p>\n\n\n\n \u00b7 Yes<\/p>\n\n\n\n \u00b7 No<\/p>\n\n\n\n 2. Would you like to receive more information?<\/strong><\/p>\n\n\n\n \u00b7 Yes<\/p>\n\n\n\n \u00b7 No<\/p>\n\n\n\n *NOTE: Although it is extremely tempting to ask these questions in the hopes they answer yes, we have to be realistic when it comes to how many people will give that answer. If the prospect answers no, then you are now faced with a problem when it comes to following up with the lead.<\/p>\n\n\n\n We hope these suggestions are useful to you and your team as you build your campaign(s). We also have this document available to download below if you’d like to share with your team.<\/p>\n\n\n\n