Quality vs Quantity – which is more important? 7 Ways To Add Leads Into Your Sales Funnel

I receive anywhere from 50 to 150 emails a day. Many of them are from newsletters I’ve subscribed to, so that I can stay “up-to-date” on my industry.

Unfortunately, many of the emails I receive have opted ME in to receiving them.

I haven’t given them permission to add me to their list.

Not only is it illegal to opt someone in without permission, but it’s also just plain wrong.

The NEW way of marketing is about QUALITY leads.

It’s more important to have a pre-qualified, interested buyer than it is to blast the masses with your message and hope it sticks.

You would much rather have a lead that has raised their hand to say “Yes, please send me more information about your business” than someone who is going to dump it in the trash.

When you send out information to the “unqualified” leads, you actually be doing more harm than good.

Consumers have a lot of choices and if you tick them off, you may lose them forever as a future buyer.

Here are 7 top tips to make sure you add QUALITY leads into your sales funnel:

1) Make sure people can opt-in AND opt-out
There’s nothing worse than being automatically subscribed to a newsletter that has NO way of opting out. (Here’s where people just hit the “SPAM” button).

2) Double opt-in
Many email newsletter programs allow you to have a double opt-in where people have to once again confirm they want to receive your information and haven’t been signed up by mistake. This ensures a much stronger, more qualified audience.

3) Make it easy.
Put registration fields in several places throughout your website and/or blog. This may seem redundant, but people will notice the fields in different spots.

At events, be sure to have a sign-up form or an iPad where people can register for your newsletter.

Use QR codes to allow people one-click access to  your registration page using their smart phone.

4)  Link to your Privacy Policy and/or promise them you won’t sell their address.
People do not want their email addresses shared or sold (for the same reasons I’ve mentioned above). NEVER sell email addresses. Ever.

5) Send a “welcome” note.
Ideally the more personalized, the better. I subscribed to one once that said “Thanks Leslie, for registering for our newsletter. What’s your biggest business challenge right now? I’d love to help. Feel free to email me back with your question”.
(I never followed through with the offer, but it was tempting).

6) Send relevant, quality information on a consistent basis.
It may be monthly, weekly, quarterly: Whatever your schedule is, make sure it’s GREAT quality information that people can use.

7) Write a smashing subject line
This can be challenging. Keep it short, sweet and compelling. Why should someone open YOUR newsletter when they receive between 50 and 150 per day?

Capturing email addresses is “golden”. This is much more valuable information than a Facebook “LIKE” or Twitter “follower”.

You have permission to contact a potential lead!

What are you doing to begin or cultivate a long-term relationship with that person?

P.S. You might catch the little “hiccup” I said in my video. I said “ALL the people” with extensive reach have built quality leads over time. What I meant to say was, those people who have quantity followers AND are INFLUENCERS have developed a quality list over time. There certainly are a lot of people who have lists built on quantity but have little or no substance.

What do you think is more important? Quality or quantity?

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