In this episode, Duane Default discusses how to improve customer acquisition without relying solely on paid campaigns and large SDR teams. He highlights the limitations of collecting leads through forms on websites and the challenges of relying on data enrichment platforms. Duane offers insights into more effective and efficient strategies for scaling B2B SaaS companies, emphasizing the importance of a sales-led approach. He shares practical tips for acquiring high-value leads and avoiding unqualified or outdated data. Implementing a simple question on lead forms that directly relates to how your platform is priced can be a valuable strategy for measuring lead volume and effectively managing leads. By asking this question, businesses can gain insights into the potential value of each lead and make informed decisions on how to prioritize them. Once the question is implemented, businesses can begin measuring the type of lead volume they are receiving. This allows them to identify which leads should be immediately directed to the sales team for further engagement. These leads are likely to have a higher potential for conversion and should be prioritized for immediate follow-up. On the other hand, there may be leads that are not yet ready for direct sales engagement. These leads can be placed into nurture campaigns, where they can receive targeted and personalized content to build their interest and engagement over time. By nurturing these leads, businesses can increase their chances of conversion in the future.
Duane Dufualt emphasizes the importance of asking better form questions on lead forms in order to determine the potential ROI of leads and target higher value leads. The host suggests that simply asking for a name and email is not sufficient and does not provide enough information to assess the potential value of a lead.
To determine the potential ROI of a lead, the host recommends asking questions that are directly connected to how the business charges for its product or service. For example, if a company charges based on the number and type of features used, the form could include a question about the specific features the lead is interested in. If the company charges per seat or user, the form could include a question about the number of users the lead intends to have.
By asking these types of questions, businesses can gather valuable information about the potential value of a lead. This information can then be used to prioritize leads and determine which ones should be immediately sent to the sales team, which ones should be nurtured through marketing campaigns, and which ones can be put on hold.
[00:00:31] Inefficient lead acquisition process.
[00:04:11] Usage bands and pricing.
[00:07:10] Efficient sales process through lead forms.
If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.
Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away
Linkedin | Facebook | Instagram | Twitter | Youtube | TikTok