Using Quizzes to Attract Qualified Leads Automatically

Catharine O'Leary: 00:00:00

Welcome back to Kickstart the Conversation, the podcast for entrepreneurs looking to attract their best clients, engage them, and turn them into raving fans. I'm Catharine O'Leary your host, aka the Quiz Queen. And today we're talking about lead generation and how quizzes can be the system to attract qualified leads all on automatic. Let's start with the problem. As far as I'm concerned, lead generation can be truly challenging, especially when it comes to finding qualified leads. You spend so much time and money on different strategies, but often end up with those unqualified leads who are really not interested in your products or services. I mean, it's incredibly frustrating, extremely time consuming, and it can cost you a ton of money. I live this lead generation nightmare in my network marketing days, and it's what drove me to find a better solution to attract qualified leads, and to you know, automate my lead generation system. I mean, seriously, there had to be a better way than the endless calls the paid ads, the frustration of dealing with people who were looking for something different than what I had to offer, trying to figure out how to be an SEO guru and 12 seconds. I mean, it was just it was never ending and the the frustration and the level of almost hopelessness sometimes that that came out of the days of, you know, doing the sales calls was almost the almost like, drove me back to corporate, which if you've listened to some previous episodes, you know that that's about it's, like 720 hours a year of commuting, and I wasn't, you know, that's pretty big deal to go back to. So I knew there had to be a better way. I mean, what if there was a way to attract qualified leads automatically at, you know, a system that would bring in, you know, those clients who are interested in what I had to offer and more likely to convert into paying customers. That's where quizzes come in. And that's why I'm so passionate about using questions and quizzes, to kickstart your client conversations. So let's break this down with the tried and true framework for marketing, which you may have heard of, it's the problem agitate solution, or the PS framework, PS is actually really great way to understand how quizzes can be used as a lead generation system.

Catharine O'Leary: 00:02:28

Now, listen up, because this is how you can use quiz right away right now to help you attract, you know, your ideal clients. Because the days of playing hide and go seek with your ideal clients, it just needs to be over, I know that frustration, it's real. So let's, you know, let's kick that to the curb and, and get into the fun zone of marketing where your ideal clients are, you know, all around you on a waitlist and you know, lined up around the corner. First, you really do need to identify the problem that your ideal client is facing. And we talked about this in the last episode, but you know, the 3am question, keeping your ideal clients up at night? You know, what are they struggling with? What are they worrying about? What are they wishing for, you know, once you have identified their problem or desire, you can move on to the next step. I feel like we, as entrepreneurs do a really good job of trying to figure this out through Google searches, and you know, like everything, but asking our ideal clients about what's keeping them up at night. So, really tuning into that, I mean, it's gonna set you apart if you if you take the time to do this. So that's, you know, that's the problem, the P in the pa s framework. The second step is to, it's called agitate the problem, I think it's called amplify, I think, I don't, like agitate. It's amplify, it's really making sure like, you know, the problem that they're struggling with is waking them up at 3am. And, you know, like, that, that needs to go away. So making sure that you know, that you understand that problem and the the fact that they're really struggling with it, I mean, that's, that's gonna help you really connect with your ideal client. And this is, you know, this is where that quiz can come in. So, you know, by asking targeted questions, that are really designed to highlight, you know, whether it's the problem or their desires, you know, it's it's the difference between the worry and the wish, and that gap between what they're currently experiencing and what they want in the future. You know, you can help them feel into that situation and realize that they really do need to find a solution now. And once once you've amplified that, and once you've, you know, you've gotten people to understand that there is, you know, this problem, this worry this wish, and that there is a gap between, you know where they are now and where They want to be you can move into a solution, or the s in the PS framework, which is to solve the problem. And that's where you are offering the solutions.

Catharine O'Leary: 00:05:09

So that's where you're offering your tips and tricks and you know, your quote unquote free content, to help them with that problem that they're facing or that you know, that wish that they're trying to get to it that can, you know, then lead into a conversation about the product or service or program that you offer. So by using a quiz as your lead generation system, what you're doing is you're able to attract qualified leads automatically, because the quiz is designed to attract people that are interested in your products and services. Just by definition, I mean, it's a self fulfilling prophecy, prophecy by how you've actually set it all up the targeted questions, you know, they help qualify the leads. So this means that the people who take your quiz are most likely to convert into paying, you know, customers. The best part about using quizzes as a lead generation system is that, you know, they work for any business, regardless of industry. You know, whether you're in the service industry, or you sell physical products, you know, Quizzes can be used to attract qualified leads. So now you might be thinking, Well, how do I create a quiz? Well, you know, it's easier than you might think. There are many tools available online, you don't need to be a tech expert to use them. But you do need to create a quiz that is targeted to your ideal client, and their specific problem. And then use those intentional questions, to create a self discovery journey for your client to move from their problem through to the solution that you have to offer. So it is far less about how to technically make the quiz pretty or make it you know, whether or not you have branching logic, or, you know, you have scoring or this or that. And the other thing like leave that like aside for a second. First off, you really need to make sure that you understand the 3am question that you have a way to articulate that to grab your ideal clients, you know, focus and their attention. And then you have to have those intentional questions that take them on that journey from the start to the finish.

Catharine O'Leary: 00:07:20

So from the 3am question to the solution. So here are just some tips for creating a quiz. Again, start with your ideal client in mind, who are they? What are the problems that they're facing? What are their goals and aspirations, you do not want to just attract anyone, you want to attract ideal clients, I often tell people that I would much rather be in a room of 100 people, where 90 of them are highly qualified to you know, take my offer, versus in a stadium full of 10,000 people where 90 people are qualified to take my offer. And now I have to go and find them. That's what I was doing with my network marketing business. I was in a stadium of 10,000, trying to find the 90. Now I'm in a room of 100 Talking to the 90 and hopefully the other 10 will come along eventually, you know, but it's okay. If they don't, it's totally okay if they don't, because you know, that's the thing. By only attracting your ideal clients, you're only talking to the people who are you are best suited for and for who you know, that are best suited for you. Me It's a two way street. So again, number one, start with your ideal client in mind. When you serve everyone you serve no one so get super clear on what they want and what the problems and worries and frustrations and desires that they're that they have. Then identify the problem that your quiz will solve. So what you know, what are the what are the pain points what you know that your quiz will address, create targeted questions with intention that will help qualify your leads. So these questions should be designed to you know, take the people that are your best clients, you know, through a self discovery journey into your offer, offer solution to their problem. Again, this can be you know, your free tips and tricks and so on. And then the invitation to your product service or program, you know, after the fact into a webinar or you know, masterclass or whatever that looks like. And then you know, you you do get to make your quiz visually appealing, but I would say more so less less about the visual and more about, make sure that you know you're living loud and proud. Make sure that your quiz is is highlighting your personality. If you're quirky, let your quiz be quirky. If if, like, if that's not your style, then don't go down that path but you know, put your your personality into it. because that's gonna go a long way to building that know, like, and trust factor that you're, you're trying to do and let's face it in 60 seconds and, and the more personality and the more authentic you are, you know, the easier that's going to be. So, you know, using quizzes as a lead generation system can save you time and money, it attracts your ideal clients automatically. And then by following that, you know that problem amplify solution framework, you can create a quiz that, you know, attracts your ideal client gets them through, you know, takes them through that self discovery. And you know, into that, that invitation to learn more, and you're generating leads and growing your business.

Catharine O'Leary: 00:10:42

So let's, let's give a couple examples, because I think examples actually help a lot in in showing exactly how this works. So let's take this framework and showcase Tony's success in attracting and converting qualified leads through the use of intentional questions and her customized offers. So the problem that Tony was struggling with in lead generation was that she was wasting a ton of time, on calls with potential leads, who weren't really a good fit for her speaker training services, or she was spending a lot of time even with if people weren't good fit, she had to spend a lot of time figuring out, like, what offer that would be best for them. If they needed, you know, a good deal of support, because they were fairly new, then she, she would need to engage her team a little bit more to help us, you know, a newer person versus somebody who's an expert, and she was spending a lot of time on the phone with people trying to sort out a are they even a potential client and be if they were, what experience level that they had. And that just resulted in a lot of frustration and, and Tony just knew she needed a better system for attracting and converting those qualified leads. So that's when she turned to the power of intentional questions and, and customized, you know, her outcomes and, and the way that she had people first interact with her company was through a quiz. And by asking targeted questions about her ideal client, Speaker materials, their talk, their experience on stage, she was able to quickly identify those who needed more training, versus those who maybe just needed a little bit more of a nudge to get more on get on more stages, versus those that were ready for bigger and more influential, influential opportunities. They didn't need her team as much as they needed those opportunities. And this allowed her to get off the phone, to be able to deploy her internal resources to help the newer speakers where they needed it, and help the experienced speakers, you know, where they needed it. And she was able to meet her clients where they were at based on their experience levels, that, you know, allowed her to customize her solutions and support, she reduced the time she spent on calls. And with automated offers that were, you know, ready to go for the right clients at the right time, she was able to automate a lot of this and then focus her energy on growing her business and attracting even more qualified leads. Overall, Tony success with you know, quizzes and intentional questions, is a testament to the power of having a system in place for lead generation and conversion. And she was able to address her ideal clients problems, which was, you know, Speaker training, she was able to amplify those, you know, the different levels of experience and what they needed to add each individual point, and then offered, you know, a clear solution. So, you know, it, it doesn't, it doesn't take a lot, but it does take some, you know, intentional time at the beginning of the process, to sit down and go through and think through this, you know, this journey that you're taking your client on. The thing is, that will save you time and money in like hand over fist. And once you've done it once you have it forever.

Catharine O'Leary: 00:14:15

So that's why, you know, I love quizzes so much. And the thing is that it really doesn't always have to be a problem that you're highlighting, maybe you're highlighting, you know, a a wish or a dream or an aspiration. I know that Dave and Susan, were highlighting, you know, people that wanted to fill their coaching practices with more clients and have, you know, a bigger impact on the world. And they, they basically, you know, put together a quiz that asked people what their coaching superpower was. Dave and Susan wanted to understand, you know, the desire and they wanted to help coaches. You know, by highlighting that coaching superpower they believe that by adding a new skill to to your coaching arsenal. And in their case, they actually help coaches become recovery coaching expertise, or experts, and then help the coaches grow their businesses so that they can add, you know, recovery coaching to the arsenal and the superpower that coaches already have. And then, you know, be able to reach more people and have a bigger impact. So while Dave, and Susan, you know, attracted their ideal clients by asking what their you know, what your coaching superpower, they took them through intentional questions around, you know, what are you trying to do with your business? How are you trying to grow it we're struggling with, and then they were able to customize or offer to meet the needs and experience level of the coaches, to ensure that they received the support that they needed to succeed and maybe becoming a recovery coach and adding that to, you know, to the practice that was already going or, or maybe, you know, a new practice that was just starting up.