Cold Calling Gold: How to Use Quizzes to Capture Qualified Leads
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Companies are driving heaps of leads with quizzes. With that in mind, we got ahold of our friends at Griffin Hill to get ideas on how to turn those leads into sales. In this webinar, Chief Qwizard Owen Fuller is joined by Griffin Hill's founder Dr. Scott Baird to talk about combining quizzes with the Griffin Hill's Integrity Sales System to close as many leads as possible.
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Cold Calling Gold: How to Use Quizzes to Capture Qualified Leads
- 1. Cold Calling Gold: How to Use Quizzes to Capture Qualified Leads Presented by: Owen Fuller, Chief Qwizard, Qzzr Dr. Scott Baird, Founder & Owner, Griffin Hill
- 2. This presentation will be available on the Qzzr blog & a recording of this webinar will be sent to all registrants
- 3. Owen FullerDr. Scott Baird
- 4. Fit Marketing Case Study
- 6. Tens of thousands of quizzes being taken millions of times World’s best publishers, brands and agencies
- 7. There is a renaissance happening Hieroglyphics Paper Billboards Mail Email Blogs TV Digital images Video Surveys/polls Infographics Lists Quizzes
- 8. And it’s something we hated while we were in school Type to enter text
- 11. Wait, what about surveys? Under the hood of a quiz is a survey… that people actually want to take… and share with hundreds of their friends.
- 12. Why are quizzes so irresistable? Engaging, Nourishing, and… All about ME!!!
- 14. “Stop telling me interesting and useful things about myself” - Said no one, ever.
- 15. 81% completion rate 2:27 average time 5% lead conversion rate
- 17. The road is being paved by mega-publishers Number one article on NY Times in 2013 was a quiz Eight of the top ten most shared articles in the last eight months were quizzes (BuzzSumo, April 2014) Nine of the top ten most shared stories on Facebook in January, 2015 were quizzes
- 18. What about the rest of us?
- 19. The worlds’ simplest quiz tool
- 23. Three jobs companies hire a quiz to do: 1. Drive social traffic 2. Collect qualified leads 3. Present targeted calls-to- action and offers
- 25. You don’t need a big channel • 0 likes, 6 comments • Taken 70,000+ times • Over 750x Social Lift
- 26. You don’t need a hot topic • Wildest dream was that 1,000 people would take the quiz • 70,000+ have taken it today
- 28. Case studies Kettlebell Fever 490 impressions | 90 leads | 18.4% conversion rate
- 31. What businesses are most excited about Turning this Into this
- 35. Words & Question Order • Words influence thought • WORD CHOICE •Speed Estimates in Auto Accidents • SPREADING ACTIVATION—word cues •“______ INK” • QUESTION ORDER •Japanese vs. American Business
- 36. Benefit Play• Purpose: • Transition focus to the suspect • Make an offer of something desirable and compelling • Tell them why customers care • Inspire the suspect to meet • Principles: • Suspects are self interested • Features-Advantages-Benefits- Proofs
- 37. Self Actualization - Profit Esteem - Prestige Belonging - Pleasure Safety - Preservation Physiological (Deficit Needs) – Pain Relief Maslow’s Hierarchy of Needs 5 P’s of the Benefit Play Note: Benefit should match management level.
- 38. PLAYS METRICS COACHING PROCESS Griffin Hill Technology
- 39. Needs Audit Solution presentation Adapted Solution Closing Interactions Fulfillment & Follow Up SIX STEPS Case Open The “six steps” of the sales process – Provide milestones and direction – Set the expectation for the Close – Provide a structure for Plays and Metrics
- 40. Rapport Positioning Benefit Proof SNE Reframe Opportunity Queries Problem Queries Effects Consequences SNE Reframe Transition in terms of Benefit Proposal Service Levels & Pricing Call to Action Close SNE Reframe Call to Action Close SNE Reframe Give Something Get a commitmen t Call to Action Close SNE Reframe Fulfill Promise s Collect Proofs Harvest Referral s SNE Griffin Hill Integrity Sales System
- 41. Case OpenPurposes: • Turn suspects into prospects • Qualify a suspect for interest • Set an appointment/Permission “Move the chains” Case Open: 5 Basic Plays • Rapport – • Positioning – • Benefit – • Proof – • Schedule the Next Event/Permission – Who I am… What I do… Why Clients like you care… Evidence/Proof of why you should care… Call to action.
- 42. Get an additional video and the slides at http://griffinhill.com/qzzr
- 43. Cold Calling Gold: How to Use Quizzes to Capture Qualified Leads Presented by: Owen Fuller, Chief Qwizard, Qzzr Dr. Scott Baird, Founder & Owner, Griffin Hill