Quality and Quantity in Lead Generation: How to Tip the Scale

One of the most vital points during a lead generation campaign is ensuring the balance of the quality and quantity of the incoming leads. If you have engaged a lead generation company for their lead generation services, you have to keep a close watch on this balance to make sure that your sales personnel are not inundated with too many unqualified leads or are in dire need of leads because the leads that are being generated are very qualified but too few.

If you feel that you have to tip the scale, here’s how to go about it:

• You can qualify leads by making some fields optional. The optional fields will make it possible for you to better screen the leads while not turning off prospects with too many fields to answer when they register. If you are in dire need of leads, you can contact all incoming leads. If there are too many leads, you can contact those that have answered the optional fields which makes them more qualified leads like lead generation experts.

•Remove unnecessary fields. If there are too few leads that are trickling in, you may have added too many qualifying fields in your registration form. People are generally turned off when they have to answer so many fields when they register. Keep your registration form short and simple. If you still feel the need to qualify leads, you may use a 2 step process where prospects can be given an incentive for giving more information.