educate your market I receive emails weekly, if not more often, from shysters offering lead generation services. I also talk to clients who have very high enquiry rates, thanks to their high advertising budgets but achieve a low proportion of qualified enquiries. This is the fourth of 10 THOUGHTS addressing strategies for maximising qualified enquiries […]

educate your market I receive emails weekly, if not more often, from shysters offering lead generation services. I also talk to clients who have very high enquiry rates, thanks to their high advertising budgets but achieve a low proportion of qualified enquiries. This is the fourth of 10 THOUGHTS addressing strategies for maximising qualified enquiries and genuine prospects. I would define a qualified enquiry or genuine prospect as one where there is a better than 50% likelihood of conversion. I also recognise that there is usually a sales funnel, and acknowledge the importance of minimising the time wasted on unqualified enquiries in that funnel. Recent research in the United States found that 95% of buyers chose to purchase a product from a vendor that provided content to help them navigate each stage of the buying process. Another study found that 61% of potential purchasers want relevant information throughout the sales…