Learn how to 8x Enhance Your Gross sales With Automated Lead Qualification

Lead technology and qualification are basic facets of any profitable enterprise.

Lead qualification is the method of discerning the potential worth and suitability of a gross sales lead or prospect in your services or products. It entails evaluating and assessing leads based mostly on numerous standards to find out their stage of curiosity, readiness to buy, and alignment together with your goal market.

Nonetheless, manually managing and qualifying leads can rapidly change into an awesome time sink. At JustReachOut, we confronted this problem with our lead qualification efforts. We found that solely 5% of the leads who contacted us turned paying prospects utilizing our conventional method. We realized the necessity for a change and carried out an automatic system for our lead qualification course of.

We achieved outstanding outcomes by integrating a demo web page with our CRM and automating follow-up communications. To say it revolutionized our gross sales pipeline is perhaps an understatement: We quickly had 70% of leads exhibiting up for demo calls and a 40% general conversion charge (an eightfold improve in gross sales).

This success story showcases the transformative impression of automating lead technology. Trendy automation instruments and methods allow you to save time, enhance effectivity, and focus your energies on nurturing high-quality leads. This text will discover the facility of automating lead technology and supply a step-by-step information that can assist you streamline your processes.

Let’s dive in:

Desk Of Contents

Step 1. Arrange the infrastructure

Constructing a robust on-line presence is the primary a part of automating your lead technology as a result of nearly all of your potential prospects will probably discover you on-line. So, the 1st step in automating lead qualification is to create an superior demo web page that reveals off your services or products. You’ll additionally need to embrace a type the place individuals can depart their particulars.

In terms of that lead seize web page, put within the further effort to point out off your product. Spotlight all of the options and advantages of what you’re providing. You need to get your prospects excited and keen to present you their contact data and request a demo.

And talking of contact data, be certain that your type has all of the related fields. Identify, e-mail, cellphone quantity, firm identify, and different necessary particulars you could know. This data will aid you qualify the leads and automate all of the follow-up messaging utilizing a CRM system. You may see an instance of this on our demo page for JustReachOut:

JustReachOut's demo page
JustReachOut’s demo web page

Step 2. Combine a CRM to assemble contact data and handle leads

You can even leverage automation instruments to get your lead administration recreation on level. One of the simplest ways to try this? Combine your lead seize type with a Buyer Relationship Administration (CRM) system that routinely types and ranks your prospects for follow-up. It’s like having your individual lead-nurturing private assistant.

First, decide a CRM software program that fits your corporation wants. Salesforce, HubSpot, and Zoho are a couple of common CRM suites. Join an account and get acquainted with all of the options they provide. Take your time to discover and see which one seamlessly connects together with your lead seize type.

Subsequent, it’s time to configure that lead seize type in your demo web page, like the instance above. Guarantee it’s set as much as routinely sync all of your leads’ contact info together with your CRM. This integration ensures that each lead you seize easily flows into your CRM system. It will make your life a lot simpler within the subsequent steps.

At JustReachOut, we built-in Zapier to automate lead seize. After a prospect fills out a request on our demo web page (we use WordPress for this), Zapier sends this data into HubSpot. There, a contact web page is routinely populated, a deal is created for that lead, and a gross sales staff member is assigned to the prospect. Afterward, we attain out to schedule the demo name, however you may automate this half, too – extra on that later.

Step 3. Automate e-mail advertising for efficient lead nurturing

Now it’s time to work some advertising magic to information your leads via the gross sales funnel. E-mail advertising automation is the way you’ll do it. End up e-mail advertising service.

You have to select one that may work properly together with your chosen CRM software program. Search for integration choices and ensure they’ll discuss to one another. That is essential for synchronizing lead knowledge and getting your e-mail automation up and operating easily.

The excellent news is that the majority CRMs have you ever lined. They provide native integrations or assist third-party integrations with common e-mail advertising software program like GetResponse. When you’ve made that connection, leads ought to stream seamlessly out of your CRM system to your e-mail advertising platform, and you can begin creating focused e-mail campaigns.

We did this utilizing Zapier. Here’s what our Zap appears to be like like. All we do is anytime we get a brand new buyer trialing our platform we use Zapier so as to add them to our GetResponse drip marketing campaign:

Connecting Stripe and GetResponse via Zapier
Connecting Stripe and GetResponse through Zapier

Right here is one in every of these emails simply to present you an thought of how we nurture leads:

Topic Strains:

  • [VIDEO 1] The pitch I despatched to Ashton Kutcher (it labored!)
  • Suck at PR? This hack is for you…
  • Received butter?
  • [VIDEO 1] The one PR hacks you could change into buds with influencers 


Dayum, it was bloody chilly rising up within the Soviet Union… 

I’m speaking about temperatures dropping all the way down to -25 F some days. 

My stroll to highschool was 20 looooong minutes—loads of time for my pores and skin to crack!

And again then, we didn’t have any fancy shmancy lotions or Aveeno to guard our pores and skin from cracking. 

So my good ol’ grandmother lathered salted butter on my face each morning like she was greasing a friggin’ pie pan. 

…And it labored like a allure.

(Check it for your self, when you don’t consider me.)

Image it: a pudgy little Russian child marching his approach via the howling tundra, coated in butter like I’d plunged my face straight right into a bag of film popcorn.

Then, I’d both wash the butter off in school, or, being the…er…”hungry” (learn: massively obese) child I used to be, I’d wipe my face with bread and luxuriate in a late snack. 

Completely regular, proper??? 

So how did a butter-masque carrying immigrant like me find yourself getting the corporate I labored at acquired by effin’ Google?

And the way within the hell did I find yourself as a contributor to influential websites like NYTimes, Entrepreneur, TechCrunch, FastCompany, Inc, WSJ, Mashable and HuffingtonPost?

This NOBODY did it by constructing genuine relationships with prime influencers and turning into a SOMEBODY.

And I did it with out the assistance of PR companies. (You don’t want them!

You are able to do this too, with 4 of my finest PR hacks. 

(I’m speaking concerning the precise PR outreach techniques one in every of my college students used to land 850K+ views on Quora and rating 200+ new prospects in 24 freakin’ hours!)


This primary video in our 3-part unconventional PR video sequence will present you the best way to: 

  • Construct genuine relationships with of us like Gary Vaynerchuk, Man Kawasaki, Tim Ferriss, and Fred Wilson (seize the precise emails I despatched to them!)
  • Win a response each time you pitch an influencer, blogger, journalist, or investor with 4 of my unconventional PR hacks (I’ve used these to assist corporations like Wistia and Appsumo skyrocket progress)
  • Begin a actual dialog with any journalist by engineering “dialog starters” (and using them on the excellent time)

Plus, I’ll present you precisely how I pitched Ashton Kutcher to talk at one in every of my occasions (spoiler alert: I received a REAL response, and we’ve been speaking ever since…) 

The most effective half?


Pay attention, if this no person from the Soviet Union did it, I do know you may too. 

In order for you outcomes, full your first micro-assignment (it can take ten minutes or much less). 

Then, publish your feedback beneath the video, and I’ll personally reply. Cool?

Seize a nut butter sandwich and get began.

Dmitry “Meatsauce” Dragilev
(Get it? Daaa Meat, Daaaaaamitry… Meat… Meatsauce. Gotta love faculty!)

Step 4. Sync contact data and automate lead qualification in your CRM

Organising your CRM to routinely sync contact data out of your lead seize web page is a game-changer as a result of it helps you notice top-notch prospects very quickly. Right here’s the way it works:

First issues first, outline your lead qualification standards. What makes a lead an ideal match for your corporation? Take into consideration the business, firm dimension, funds, location, and ache factors – issues it’s best to have leads fill in themselves in your seize web page. This fashion, they’re providing you with every thing you could determine the high-potential prospects and focus your gross sales efforts the place it’s probably to lead to a conversion.

The qualification standards at JustReachOut is the next, potential buyer should:

  • Have gotten printed in press earlier than
  • Have a staff of two+ devoted PR consultants or content material entrepreneurs tasked with PR outreach
  • Have had some expertise reaching out to press and publications with out PR companies
  • Have at the very least 4+ individuals engaged on a advertising staff
  • Have at the very least one copywriter engaged on the advertising staff
  • Have a funds of 1K+ per 12 months for PR software program

Your guests present all that juicy data on the seize web page, and also you need to sync it together with your CRM for qualification. We use Zapier for this. When a prospect requests a demo on our web page, this sends a Zap to our CRM which information their contact info. Our CRM then routinely types and prioritizes the leads based mostly on their suitability. Solely the cream of the crop will make it via these filters.

Here’s what our Zap appears to be like like:

Connecting the lead capture form with a CRM
Connecting the lead seize type with a CRM through Zapier
Automatically qualifying leads in Hubspot via Zapier
Routinely qualifying leads in Hubspot through Zapier

However don’t neglect to check it out. Ship some take a look at leads via your demo web page and guarantee their contact data is synced to your CRM system. This ensures every thing runs easily and there’s a seamless switch of lead knowledge out of your seize web page to your CRM for additional qualification.

Step 5. Automate e-mail follow-up and demo reserving

Well timed and personalised follow-up is essential for lead conversion. When you’ve recognized certified leads, it’s time to streamline the reserving course of for automating demo calls. You’ll do that by automating your e-mail follow-up and making it straightforward for potential prospects to schedule a demo.

To do that, arrange an e-mail automation device inside your CRM to create a sequence of emails to be despatched to certified leads. These automated emails must be designed to supply further worth, deal with your leads’ ache factors, and nurture their curiosity.

Craft compelling emails that educate, construct belief, and embrace a robust name to motion. You should utilize a common template to fill within the lead’s info and any additional information that addresses their particular wants. The decision to motion is essential. Present a transparent CTA throughout the emails that encourage results in schedule a demo name. Lastly, combine a scheduling device like Calendly to simplify the reserving course of. This permits prospects to schedule a demo themselves at a time that’s handy for them.

Here’s what our drip marketing campaign appears to be like like:

Organising a drip marketing campaign

Step 6. Use automated SMS follow-up for extra engagement

Don’t restrict your follow-up to e-mail. Integrating SMS automation together with your lead technology course of also can considerably improve engagement and response charges. You may join an SMS automation device together with your CRM to have interaction leads via personalised and well timed textual content messages. Twilio and TextMagic are common choices to think about.

With this in place, you should utilize contact center software with VOIP and SMS capabilities to craft and ship personalised SMS messages that observe up with leads after they’ve proven curiosity. These must be despatched at strategic factors within the lead nurturing pipeline, providing extra info and necessary updates. It’s particularly necessary to make use of SMS to remind prospects about an upcoming demo name or to deal with any queries.

At JustReachOut, we discovered that these textual content reminders considerably elevated attendance and minimized no-shows. For instance, we arrange an automatic SMS reminder to be despatched half-hour earlier than a demo name. This elevated our show-up charge by 3x and ensured that leads remembered the demo date and had the data they wanted to be ready for the decision.

Right here is the precise SMS message we despatched:

Hello Kyle, are we nonetheless on for our name in half-hour? – Dmitry @ JustreachOut

Right here is how we did it through the use of Zapier and SalesMsg. Here’s what our Zap appears to be like like. 30 min earlier than the demo name we set off this Zap to textual content the client:

This zap is triggered when a Google Calendar occasion takes place in half-hour and sends an SMS reminder to the lead – half 1
This zap is triggered when a Google Calendar occasion takes place in half-hour and sends an SMS reminder to the lead – half 2

Step 7. Frequently monitor and fine-tune your system

The net enterprise world is fiercely aggressive and ever-changing, and automation instruments and applied sciences proceed to evolve. Steady monitoring and optimization are important to make sure your automated lead technology system stays efficient and aligned with your corporation objectives. Usually analyze key efficiency indicators, reminiscent of open, click-through, and conversion charges, to determine areas of enchancment inside your automated lead technology system.

Additionally, constantly refine your web site, e-mail, and SMS content material based mostly on engagement knowledge and buyer suggestions to maximise their impression and relevance. CRM system reminiscent of Hubspot or Shut can present these analytics for you, making it simpler to fine-tune your lead qualification and gross sales pipeline so you may keep forward of the competitors.


Automating lead qualification is a game-changer for companies trying to streamline their gross sales course of and increase conversion charges. With the steps outlined on this article, you may create an environment friendly system that routinely captures, qualifies, and nurtures leads, drastically growing effectivity and your conversion charge.

Right now’s automation instruments help you focus your staff’s time and power on nurturing high-quality leads and turning prospects into paying prospects. Embrace the facility of automation, monitor its efficiency, and regularly optimize your methods with the perfect instruments obtainable to remain forward within the aggressive market. Automating your lead qualification course of will elevate your gross sales recreation and pave the way in which for long-term success.