I don’t know what you’re selling, so it will be generalities, but I really think that this part of the game. You can always improve it but unqualified meeting will always be there.
If calls are coming from inbound, a few reasons I can see right away:
- 1.
People might lie to still try to get your services/product
- 2.
You and they don’t know they’re actually unqualified - specificities that a form cannot capture
- 3.
Let’s say you have optimized to the maximum and have like 5% of unqualified meetings. You now have “free time” and explore a new “vertical” -> back to unqualified meetings until you figure out the exact set of criteria
- 4.
You have your set of criteria, the world changes, your criteria needs to change. The world currently changes faster than our ability to adapt our criteria in a meaningful way
If people are coming from outbound, there is something to look at in the lead gen process 🙂
I am sure there are plenty of other reasons, but at some point, I think that as we’re managing humans relationship and connecting to actual people, we have to accept that it has to have a little bit of sub-optimized stuff 😄
Side note: from a strategic point of view, if 30-40% of my rep calls are unqualified, I would strongly look at opportunities to serve all of this people reaching out to me!
