One of the biggest challenges for chatbots is learning the difference between a lead and a viable prospect (a lead that has true potential to become a customer).
Not everyone who contacts you will be right for your product or service, and effective chatbots should be able to recognize it from the start.
These are some of the sales questions that can help you discover in advance who is worth your time and effort.
Many sales decisions come down to money. Even if you have a great product that will benefit your potential customer, they may not be able to afford it.
Not surprisingly, price is the number one topic of conversation in the first interaction, with almost 60% of shoppers wanting to know how much a particular solution will cost them.
This is good news for chatbots, as it helps them qualify your prospects early in the process.
It's a simple question that sounds more like a formality than a lead qualifier, but it can actually say a lot about a prospect's buying potential based on how they found you.
For example, if the prospect chooses the option "Your product was recommended to me" or something similar, you can value this prospect much better than someone who responds with "I found you through social networks".
If the prospect cannot make the decision to buy from you, there is no reason to insist that they continue to the purchase link. In many cases, company leaders will delegate to an assistant to begin exploring options and gathering information.
But if the chatbot is not talking to the decision maker, it will not have the full impact that it should have.
Change is difficult, and only difficult problems will create the impetus and desire to buy.
Asking about the problems your prospects are trying to solve can help you dig deeper to identify the probability of purchase.
Ask them why they want or need to do something about it and how they would define the extent of their problem.
Something has led the prospect to seek a solution. Maybe their old provider shut down, or maybe they stumbled upon your blog by accident and discovered a problem they didn't know they had.
In any case, it is important to understand why they are looking for solutions now rather than later. The urgency of the problem is always a good indicator of the probability of purchase.
Has your prospect tried to solve your problem before? If so, you don't want to recommend something they've already tried, especially if it didn't work.
It is important for the potential customer to come to their own conclusions about what did not work so that they are more open to hearing about your solution and why it is different.
Ask about their past attempts to make sure you're not offering the same thing.
This question is similar to "How did you hear about us?", But it reveals some additional details that could increase the probability of conversion. For some buyers, the brand is king.
A brand says a lot about the quality of the product, the company's values and mission, and what customers can expect.
Market research shows that customers are willing to pay more for a better customer experience, making customers who love your brand more likely to be open to paying even more for your product.
If a potential customer is not familiar with your brand or company, try to change that perception. They need to know what really makes you a better choice.
If your potential customer already has a provider and is thinking of changing, don't be afraid to ask why.
Something is driving the change, and if you can show that changing to your product or service will give them better results, you'll have a much better chance of moving forward with the prospect.
Companies look for solutions for different reasons. Some companies want to save money, so they start looking for alternatives to their current processes.
Others don't get the results they want, so they're looking for a product that helps them improve the quality of their work, even if it's not cheap.
As a script in a chatbot, never assume that all companies have the same priorities. Ask your prospect what his main goal is (could be saving money, being more productive etc.). You can't tackle all of their problems at once, so focus on what's most important to them and continue from there.
Making the sale is only the first step. Once the customer makes the purchase, deployment, onboarding, and time to see results can affect how quickly the problem is resolved.
If they need to see results in a few weeks, then they may need to make a decision right away. However, if they don't have a strict timeline, they may not be ready to make a purchase.
It is helpful to know the external actors you are facing that could influence the prospect's decision.
If the potential customer is considering some of your competitors, you may be able to guide them to your product by naming the benefits of your solution.
The most qualified prospects are those who take decision-making seriously, either with your company or with someone else.
They are working to find a solution and they probably have a timeline for when they need to make a purchase and implement their choice. It also shows their level of commitment to finding a solution.
