In the world of digital marketing, filtering your prospects isn’t just a nice-to-have; it’s the key to sustainable growth and higher conversions. The reality is that not all leads are created equal. Without a system in place to filter and qualify prospects, your business could be wasting time, energy, and money chasing leads that will never convert.
After analyzing over 400 sales funnels and generating thousands of leads, we’ve identified the most effective strategies for filtering prospects and transforming them into high-quality leads. Here’s how to implement a filtering system that works for your business.
The Impact of Proper Filtering on How to Get More Qualified Leads
The difference between unfiltered and filtered leads is staggering. Let’s take a look at real-world numbers:
- Unfiltered traffic: 1-2% conversion rates
- Basic filtered leads: 4% conversion at a $497 price point
- Well-qualified leads: 30% conversion at a $97 price point
- Strategy session leads: 51% conversion for high-ticket offers
Why does this matter? Because a clear filtering process ensures you’re focusing your efforts on leads who are ready and able to buy. When you filter for intent and readiness, you’re not just increasing conversions; you’re building a more efficient, scalable business.
Proven Filtering Methods for Generating More Qualified Leads
1. Role and Seniority Within the Organization
Understanding a prospect’s decision-making authority is crucial, especially for B2B offers. For example, in our Done For You sales funnels, we ask prospects:
- What is your role in the company?
- Do you have decision-making authority?
- What is your current marketing budget?
- How large is your team?
These questions allow us to filter out leads who aren’t in a position to make purchasing decisions.
2. Level of Social Status
Social status provides another layer of qualification. Here’s how we apply it in practice:
- Requesting LinkedIn profiles for B2B leads to verify their professional background
- Checking business email addresses instead of generic ones like Gmail or Yahoo
- Assessing company domain authority to gauge credibility
This approach helps us focus on leads who are serious and credible.
3. Current Workflows and Systems
Every lead’s current setup tells a story about their needs and challenges. Here are some metrics we evaluate:
- Existing marketing systems and tools
- Current sales processes
- Key pain points in their funnel
- ROI expectations for new strategies
Understanding these elements allows us to tailor our approach and ensure we’re addressing real needs.
4. Product Interest Level
Tracking engagement metrics provides valuable insight into a lead’s level of interest. Key indicators include:
- Email open rates: Should be 40-55% within the first week
- Landing page engagement: Target a 30-40% conversion rate
- Webinar attendance: Aim for a 50% show-up rate
These benchmarks help us identify which leads are ready for immediate action versus those who need nurturing.
Implementing Strategy Sessions To Get More Qualified Leads
For high-ticket products or services ($2,000+), strategy sessions are one of the most effective ways to qualify leads. Here’s a real-world case study that highlights the power of proper filtering:
Case Study: From 15% to 52% Close Rates
A client selling a $997 product struggled with low conversions on their webinar funnel. Here’s how we transformed their results:
Before Filtering:
- 1,000 webinar registrants
- 300 attendees
- 12 sales ($997 product)
- 4% conversion rate
After Implementing Filtering:
- 500 qualified registrants
- 250 attendees
- 38 sales ($997 product)
- 15.2% conversion rate
What Changed? We added a detailed application form to the funnel. Prospects were asked about:
- Monthly revenue and ad spend
- Team size and decision-making authority
- Specific business goals and timelines
This allowed us to pre-qualify leads and ensure strategy sessions were only held with those most likely to convert. By the end of the campaign, close rates soared to 52% for strategy sessions, resulting in a significant boost in ROI.
Automated Filtering Systems
Automation makes it easier to filter prospects without adding extra work. Here’s the process we recommend:
Lead Magnet Delivery:
- Day 0: Welcome email with lead magnet
- Day 1: Consumption check
- Day 2-4: Engagement content
- Day 5-7: Qualification survey
Survey Segmentation: Based on survey responses, prospects are sorted into three categories:
- Ready to buy: Directly sent to the sales page
- Needs nurturing: Entered into an educational sequence
- Not qualified: Added to the general newsletter
This system ensures each lead is handled appropriately based on their level of intent.
Beyond Filtering: Building a Holistic System for Qualified Leads
While filtering is essential, it’s only one part of the equation. A holistic lead generation system also includes:
- Storytelling: Create narratives that resonate with your audience’s pain points and desires.
- Clear Branding: Ensure your branding reflects your values and aligns with the leads you’re targeting.
- Consistent Follow-Up: Nurture leads with email sequences, retargeting ads, and personalized outreach.
Final Thoughts: Take Action Today
Effective filtering is about more than just improving your numbers—it’s about building meaningful connections with the right audience. By implementing these strategies, you can focus your time and energy on prospects who are ready to take action, ultimately driving more sales and sustainable growth.
If you’re ready to get more qualified leads and take your business to the next level, start by refining your filtering process today. The results will speak for themselves.