Dental marketing how to generate leads using quiz funnels

Dental Marketing: How To Generate 1,034 Leads In As Little As 30 Days Using Quiz Funnels

Dental marketing can bring huge rewards, especially when it comes to generating new leads. Although there are some great ways to promote dental services and attract prospective patients, most dentists struggle with finding those high-quality leads at the beginning of their practice.

There are plenty of successful dentistry practices out there today. Some of them even have millions of dollars in revenue each year. Unfortunately, these businesses usually take years to build their customer base. And sometimes they don’t even get started until after they have already spent thousands of dollars building their brand.

Moreover, it’s expensive to pay people to create high-quality content that educates about your practice. And don’t get me started on ads. With an average CPC rate of $2.00-$10.00 per click, generating leads isn’t always effective as you may have lots of clicks and no conversions.

By using the proven digital marketing strategy listed below, you can generate thousands of qualified leads in as little as 30 days, convert prospects into paying customers and eventually increase your average order value (AOV). 

Let us show you how to create an entire dental marketing campaign that converts visitors to leads for as little as $0.10 – $0.50 per lead.

Step 1. Understand the patient’s path to conversion (aka the customer’s journey)

When you start having pain, what do you do? You want the pain gone, as soon as possible. 

Marketing in the healthcare industry takes a very focused approach, and we can describe it as a problem-aware to solution approach.

There are specific steps that a patient takes without even noticing, and these are:

a) Patients identify their problems, instantly

When someone starts to experience a toothache, he/she tried to identify where the pain comes from. Then they start looking for solutions, namely online.  Do I take an aspirin? Could I rub my aching tooth with alcohol?

They take their problem and post it on a search engine, namely Google. – and this is where your content shows up, hopefully. 

b) Patients search for treatment

What makes a good dental practice is usually all about convenience and making sure that people know where to find you when they need to. If you’re looking to make sure that your practice shows up whenever someone searches for “dentist near me,” then you will also need to ensure that your local SEO is working properly.

c) Patients look for a trusted dental clinic

Patients prefer recommendations from people who visited local dentists that showed professionalism, were kind to their patients and went above and beyond their service to wow their patients. 

This is where online reviews come in, photos from patients and possibly your work, and lots of testimonials on your website.

d) When they are covered 100%, patients book with a clinic 

With every step taken above, the patient is now ready to book an appointment. They have identified the pain, tried to solve it on their own temporarily and then searched for a clinic near them. They selected a few, read the reviews, the testimonials, the services – and the prices – and they feel that your clinic is the best for their problem. Now they feel confident and they are ready to book.

You want to make sure that when people click through to your booking page they’re able to get booked right away. So give them options to either schedule their first visit directly from your site,  or any easy-to-use scheduler tools that exist online.

All the above are what you already must have – your website, reviews, booking calendar, prices. The problem is most dental clinics use them. How can you differentiate and attract more patients that need your services?

The answer is simple, but very few dental practices do it (because they do not know any other way):

  • A Quiz Funnel that attracts a qualified audience
  • Email marketing is sent to specific groups of people who fit certain criteria, such as having read an email before and wanting to see your dentist again, or having not received an email for two months and wanting to be reminded of upcoming appointments.
  • And a cheap promotion method, like Facebook/Instagram ads or something similar

Step 2. Create Your Interactive Content To WOW Your Patients (aka, your quiz)

Quizzes are an extremely popular type of interactive content on social networks such as Facebook or Instagram. People love quizzes and they are the number one tool to attract, segment, qualify and sell to your ideal patients.

Leads from quizzes are 80% more contactable than leads from simple ads and nearly 40 per cent of quiz takers visit a dental clinic’s website after completing it. 

If you generate 1,000 leads per month, imagine that 40% of them (400 will visit your website, and nearly all of them will be added to your email list!

So why can a quiz be the only lead-generating tool you can have for your dental marketing? Quizzes can be used for dental marketing purposes because they’re easy to use and can be done at any time.

  • Quizzes provide a unique and engaging experience for your future patients
  • Quizzes allow you to understand what your patients need, their priorities, their levels of service, and virtually anything that is important to work with you
  • Quizzes allow you to learn more about your patients and build unique, personalised messaging tailored to each segment

How to create an online quiz for your dental practice

Let’s take everything we learned here and put it to the test. At Centis, we specialise in creating quizzes as a service, so we took the time to create a demo for you!

All quizzes start with a landing page. The purpose of the landing page is to prepare the customer “to land” from any point he is coming from and shows him what he has to do next – which is to read the headline, fill out his name and email and click “Start the quiz”.

quiz for dental marketing
A sample quiz landing page for dental marketing

The way a quiz is displayed is through a code on your website. You can host it in the main URL of your website i.e. as in dentalclinic.com/quiz or in a subdomain such as quiz.dentalclinic.com – there is no difference.

Creating the questions: Why Do Most Dental Practices Fail

After creating the landing page and the headline, you must start writing down the questions you need to ask.

This is the part that most dental practitioners who try to create a quiz fail. You see, as a practice you offer many types of treatments:

  • Complete exams, x-rays, and dental cleanings.
  • Fillings, root canals, and extractions.
  • Cosmetic dentistry, such as whitening, porcelain and composite veneers.
  • Implants – placement and restoration.
  • Crowns, bridges, full and partial dentures.
  • Implants.
  • Orthodontics

and much more.

It would be a huge mistake to make a very generic quiz (like we did here for example) and not address to a specific use case. This is the ONLY way to attract high-quality leads.

As mentioned above, when someone is in pain, he will look for a solution, first on a topical level to easy the pain (i.e. take aspirin) and then will try to find a dentist to better identify what is the problem and treat it.

As such, if you specialise in cosmetic dentistry and you ask an irrelevant question, then the user starts to wonder what the hell you are asking them.

So our recommendations are to either:

  • Create multiple quizzes with multiple promotions for different cases or
  • Find where you specialise and focus on that, i.e in root canals

Ok, how do I write questions?

This is the difficult part. Remember, you are the expert, but your patient is in pain, so you have to step into your customer’s shoes.

So, having identified where you want to focus and start identifying your customer’s pain. Imagine if your patient is sitting in your dental chair and you are asking him questions.

List them down one by one, and make sure that one question leads to another.

For example, the question in the screenshot below is very generic. It could not go into a quiz for cosmetic dentistry, but in a quiz about general teeth health.

dental marketing quiz questions
An example of how you can create interest in your dental marketing quiz

A question to intrigue curiosity to the reader

When creating your quiz questions, you must follow these general guidelines: 

  • Your quiz should have no more than 10 questions or you will bore the quiz takers and you will have high drop-offs
  • It should pick their curiosity and ask questions only a doctor would have asked
  • Each question should be relevant to another

How to promote your dental marketing quiz

What you need to know is that once you have a quiz launched, it is important to be able to advertise it, share it, and make it known to everyone. It is not good sitting on your website – your quiz must work hard to generate leads, day in and day out!

Promotion Recommendations:

  • Creating a Facebook ad that directs people to the quiz
  • Posting the quiz on your Facebook, Instagram, Twitter or YouTube (as a short video)
  • If you participate in Facebook groups, you can also share it there – but first, ask the group admins if this is allowed.
  • Create a popup on your website
  • Add it as a link on your footer and main menu
  • Write a blog post and feature it there.
  • Embed it in your weekly or monthly newsletters
  • Create a press release to send to local media

Ad recommendations:

When creating an ad, always make sure the image matches the image of the quiz. Same thing with the headline – your ad headline must match the quiz headline, or there will be a “customer disconnect”.

For example, let’s say we create this ad:

And when a user clicks, he ends up on this page:

Do you see how the user is “disconnected” from the first step to the second?

So your assets, copy, and headlines, all must be aligned (aka, the same)

Outcome pages:

When a quiz taker finishes his/her quiz, he ends up on an outcome page, based on what answers he/she selected.

After the questions are done, you have to “map” them on a relevant outcome.

For example, lets say that you are creating a quiz about teeth cleaning. If you have a question “how often do you brush your teeth” with options, like “3 times per day”, “2 times per day”, “Once per day” and “I do not brush my teeth”, then you have to create an outcome page for most likely scenarios – i.e. a scenario that someone is taking care his oral hygiene frequently, another scenario for those who don’t so much, and a doom scenario where they do not pay attention to their oral hygiene.

Based on how many questions (we call that scoring) they answered that fall to scenario 1 (they take frequent care of their oral hygiene) you can have an outcome page that outlines additional tips and a calendar link for a free cleaning.

Same with other pages.

Here is an example outcome page of our sample quiz for dental marketing:

How do people become qualified leads?

Aha! We reached the point where you now understand how a quiz is structured, so your obvious question is how you get their name and emails.

Well, there are two scenarios you can follow:

  1. You can have an email form at the beginning of the quiz, like on the landing page. So when someone is serious to find out about his tooth problem or else, they will provide their name and email from the beginning. We have tested this and we saw that whilst the landing page had increased bounced rates, we got a more qualified quiz, because of the burning desire to find out a result.
  2. Alternatively, you can have the email form at the end of the quiz, BEFORE the outcome pages. This way you get fewer bounce rates, but the number of people ending up giving you their email to see their result is a bit less. Which is OK, you only interested to work with the people who gave you their names and email.

What happens when you get names and emails to your quiz?

You have two options:

  1. If you have a CRM (Customer Relationship Management software) or an email marketing software

If you have any of the above then your quiz can be easily linked to it via a system called API (Application Programming Interface). This is a bit technical, so we recommend having a developer do it. At Centis, we always connect the quiz we will create for you with email software, like Mailchimp, Klaviyo, Constant Contact and others.

Having a CRM or email marketing software enables you to:

  • instantly register the leads into your database
  • segment people based on their answers and use that information to tailor your communication. For example, you can have automated email workflows firing for each segment. Ask us here how you can do it.
  • send personalised, automated emails per segment, including a a welcome flow, discounts, etc
  • add all these people into remarketing lists and upload them automatically on Facebook/instagram or Google ads. Remarketing audiences are way cheaper than cold leads as they have already interacted with your website. Media companies like Facebook and Google want you to have created these lists as they use that data as well. So they reward you with cheaper ad rates!

Conclusion

Quizzes are the go tool when it comes to generating qualified leads for your dental practice. Not only you can generate thousands of leads per month, but these leads are primed to be contacted by at least 80% more than if you approached them with cold ads.

If you want to have a quiz created for you, Centis is the nr1. agency in the world for that. Simply contact us below for a quick 30-minute consultation to see if we are a good fit for you.

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lead generation for b2b

How To Do Powerful Lead Generation For B2B Using Quiz Funnels

Ever since I started working online in 2008, I have seen numerous companies use quizzes and surveys to generate qualified leads for their sales teams. It seems like this strategy always works really well. People seem to respond very positively to this kind of approach. This has made me wonder if there was something special about quizzes that allows them to be used successfully in lead generation for B2B. There must be some reason why they work such well for many B2B marketers. 

Since 2017, when I launched Centis, I used them also extensively for the nutraceuticals niche where we generated thousands of B2B leads for sales teams.

Lead Generation For B2B Using Quiz Funnels … Seriously?

The use of quizzes within marketing campaigns is nothing new. In fact, it dates back to the mid-1990s, when companies like Procter & Gamble used quiz questions to test consumers’ knowledge about their products. Today, smart marketers use them for alL types of lead generation and sales, including B2B.

Rather than relying on ads or brochure downloads, smart marketers leverage the power of quizzes to find what does the prospect is looking to buy – what are the pains they want to solve – and then simply offer them.

We also published an extensive case study on how we generated leads for a German supplement manufacturer where you can take valuable ideas from it.

Not only we have results from our agency experience over the years, but there are  also numerous studies out there that show how quizzes work well for lead generation for B2B. For instance, a study published back in 2012 showed that quizzes produced twice as many response rates as traditional survey forms did.

Another report found that quizzes were five times less expensive to run compared to traditional online survey programs, and we also support this based on our experience. These statistics prove that quizzes are a fantastic method of lead generation and can save you time and money when compared to other methods.

Why Do Quizzes Work For B2B Leads?

I am sure you’ve heard about the term “omni-channel”. This means that we should try to offer our prospects and clients options beyond just the traditional channel of advertising. If we want to succeed in selling more products and services, we need to give our potential buyers multiple ways to contact us, including email, social media, phone, text messaging, live chat, video calls, Facebook Messenger popups, Skype, etc… But let’s face it – none of these methods is going to get very far unless we convert the prospect into a buyer.

That is where quizzes come in. Quiz responses allow us to collect data that helps us determine whether the person is interested in buying our product or service. Not only does this increase the likelihood that they may buy from us but it also gives us valuable insight into what features, benefits, price points, etc.. we need to communicate to them. A simple yet effective way to put it is that quizzes help us to figure out exactly what we should be saying to get someone to buy from us.

But wait a second. Isn’t everyone already answering these types of questions during the initial stages of a conversation with a potential client? Yes, this is true. When we meet a new prospect for the first time, we usually ask them questions such as: “what product or service are you looking for?” “What is your budget?” and “Are you going to decide or are there others involved?” These kinds of questions aren’t necessarily designed specifically to convert a prospect into a buyer. Yet, you probably still get answers from participants while interacting with them throughout your day.

This concept applies equally well to B2B and B2C industries. Anyone who has ever worked in sales knows that one of the keys to closing deals is getting people to talk about themselves. Questions like: “Please tell me about yourself”, and “Tell me about your organization/company” are great tools that help us gather information about our prospects. The problem is that these types of questions require a certain level of confidence. Most salespeople won’t feel comfortable asking strangers deep personal questions right off the bat. 

So, instead of trying to force our prospects to reveal everything about themselves before we even begin talking, we could simply offer them a quiz that serves as a starting point. This could be by a link on our website, via an ad, social media or our own email marketing – even as a placement in a online magazine or business directory.

Interested prospects take the quiz and then we continue the conversation with them when they complete it and when we follow up. Now, here comes the interesting part.

Let us say that we receive 100 responses to our quiz and we realize that 40% of the respondents are ready to move forward with a conversation. Then we decide to use this information to design a conversation path for that 40%. To do this, we analyze each individual’s profile and find out what their needs are. Based on this analysis, we can either add additional functionality to the tool, change some of the existing functionalities, or completely scrap it and redesign it.

If done correctly, our quiz could potentially turn around 40% of our prospects into actual buyers. And, maybe even more. What if we could increase that percentage to 45%? Or 50%? What if we got people to sign up for our newsletter when they complete our quiz? Maybe we can send them a follow-up message to see how things are going. By applying these techniques, our chances of converting a B2B prospect into a paying customer will increase significantly.

 Quizzes are perfect for creating a path for prospective buyers. Imagine that we have created a comprehensive quiz that gathers all the necessary information for the 40% of prospects who are willing to move ahead with us. After we finish collecting their information, we display it on an outcome page with a solution (this could be a product, an appointment scheduling or a pdf download, like a brochure).

Then their name, email and other information are automatically entered into the company’s CRM and assigned to a salesperson who can do a follow-up OR enters an automated email flow, and not a salesperson – it all depends on how you want it.

By combining quizzes and surveys, we can capture data about our participants’ interests, motivations, personality traits, purchase preferences, demographics, attitudes and much more. All of this information can be stored in a database which can be analyzed to learn more about our target audience. In fact, most Fortune 500 companies keep track of at least five aspects of each participant’s behaviour, namely:

* Demographics (age, gender, race, income)

* Motivations (what drives them?)

* Personality types (type A, type B, introvert, extrovert)

* Purchase Preferences (price sensitivity, budget concerns, loyalty programs, etc…)

Quizzes Allow You to Increase Engagement

A lot of companies struggle with how to best engage with prospects. Surveys and email blasts are two methods commonly used. But according to a 2013 report by Harris Interactive, only 40% of marketers feel their emails are successful. Surveys produce lower response rates than emails, but they still aren’t very effective.

Surveys are a nice way to gather quantitative data, but they require a much longer interaction. Email is easier to execute, allows you to connect with potential customers at whatever stage of the decision-making process they’re at, and provides a quick return on investment.

This means you can reach out to hot leads more frequently, and keep doing it until they convert.

This doesn’t happen with quizzes. Once someone fills out their details and enter your database, your chances of getting a response to a question, booking an appointment or even an offer increases by 80%!!

This is because quizzes have a psychological effect on people – they love to take them, fun or education or otherwise, it is way more entertaining take a quiz. But this is not the real reason behind it.

The real reason that people respond to your follow up after they have taken your quiz is because you know what they answered, and you use that knowledge to pitch them.

So if someone answered a quiz about buying an industrial elevator and indicated that it is important to have a hydraulic elevator than cables, you could email him (or have this to be sent automated, based on the quiz answers) and say “I know how important it is for you for the elevator to be hydraulic – they are safer, they do not break easily and comply with all government regulations, while having less accidents during workloads” – you will drive him mad!!

Quizzes Are Easy To Add to Your Site

If you already have a blog or landing page, adding a quiz isn’t difficult. All you need is a form built into a WYSIWYG editor and a custom URL structure.

You can display the quiz as a pop-up, as a link on your main or footer menu, within your blog posts or you can even create a press release and put a link there. 

But Wait – Will A Quiz Work In My Industry?

The answer is dead simple – yes. Wherever we have applied it, it worked. You see a quiz comes down to two parts:

Effective advertising

and 

Highly converting headlines.

The rest is all about asking the right questions.

When a quiz DID NOT work for us, is when we had the wrong headline in the landing page. We simply split-tested headlines, found what worked and our client saw results in a couple of days.

Quizzes work for all industries – even if you are NASA or the Center for Infectious Diseases. It doesn’t really matter – it is just a tool that depending on how you use it, it gives you leads and answers.

If you work in any kind of industry where you need your customers to understand what you’re saying, then you should consider using quizzes as part of your marketing plans.

How To Attract Qualified Leads From A Quiz

Finally, the moment you have been waiting for.  We have broken down the entire process is simple steps that outline the entire workflow.

Step 1: Start with your persona in mind.

We have written an entire blog post about marketing personas and how to create them. In layman’s terms, if you do not know who you are selling to, you won’t be selling to anyone. So first, find out your target audience – the audience that your quiz will be addressed to.

Will it be male CEOs over 50 working in the IT sector? Purchasing managers in the car tires market? or maybe busy HR managers in the finance and banking sector? You know your target market so write it down.

Step 2: What does your quiz solve?

After nailing your persona, you need to identify what pain points your quiz will be solving. Let’s say that you are addressing agency owners who want more systems in their agency but they do not know how. 

Step 3: Write the 1st potential title of the quiz.

The title is the first and foremost element that you need to write and will determine not only the questions, but also the ad copy, the email follow-ups and of course, the outcome pages.

Following the example above, you could have a title “Is your agency running you, or are you running your agency?” and the subtitle “Simple quiz reveals what is missing from being profitable, hassle free agency and what to do about it” Ok, I understand that this may be a horrible title, but you get the point…

You can change the title later – but make sure it is referred to the same issue, otherwise you will have to change the questions too!

Step 4: Write the questions

First, write up a list of 20 or 30 questions that cover all aspects of your business. Be sure to mix up the types of questions — half should be factual, half opinion.

Once you have these questions written out, write the potential answers. Make sure you cover all aspects of your theme. The reason? When you start testing out the quiz by yourself – and you will test all potential outcomes mapped to questions and answers several times, so be prepared – you will realise that some questions are more important than others, so you will start eliminating them.

Eventually, our target is to stay within the range of 10 questions, max.

The reason (I asked this before, didn’t I ?) More than 10 questions and your audience will start leaving the quiz, without completing it. The sweet spot is 6-7 – max is 10. Just saying.

Step 5. Write the outcomes

Outcomes are the pages that people will land on, once they finalise your quiz. Ideally, you want to have 3+ outcomes, providing different products, solutions or a calendar to book an appointment. This is the most gruesome part of creating a quiz because you have to go back to each question and map each answer to one of the outcomes.

Let’s say that you sell ingredients for the supplement industry. When someone fills out the quiz, you could have him – based on his responses – redirect him to a page where you simply tell him to book an appointment to learn more OR if you have asked what is his ideal minimum, and you have mapped that a minimum of less than a tonne is not a qualified lead, then he will be redirected to a page which says that you are not the right partner and register your email instead.

Or if he is, you could redirect him to a booking page where he simply selects his ideal time and day and books an online meeting with your sales staff to learn more of what the prospect wants to buy and give them an offer.

Step 6: Write the ad

Ah, the ad. Tonnes of virtual ink have been spilt on how to write effective ads, which networks to select, what audience to try and so on. 

The important thing to know is that whatever network you select (Facebook, LinkedIn, Google Ads or else) your ad must have the SAME headline as with your quiz.

Why?

Audience disconnect.

You see, when someone sees your ad, they expect to land on a page with similar content. If you have a headline on your ad that says “Does Your Business needs Zero-Interest Finance” and your landing page says “DO you Need Business Insurance” then I can’t tell you how many people will click on the ad,, land on your page and leave = wasted marketing dollars.

So make sure that at least your headline and your images match both on the ad and the landing and you have 50% nailed this thing.

Step 7: Write the follow-up emails

When launching a quiz, the reason we call it a “quiz funnel” is that we guide the prospect from point A, to point B, to point C. So we guide them through a path we want, where all outcomes are predefined.

Emails are also part of the equation.

And the objective here is to gather as MANY names, emails and information as you can, for the following reasons:

1. introduce as many as you can to your brand

2. Educate as many as you can to your products and services

3. Try to book as many appointments for send as many brochures, lead magnets or anything you seem necessary to your list

4. Have a point of contact when you have an offer, a new product or a product that these prospects never heard of

5. Add them to a newsletter so they can hear from you as often as possible;

and finally…

6. add them to a remarketing audience in order to serve them even cheaper ads than before.

 And that’s it! You know created your first quiz.

Now what?

Now it’s time to connect your quiz to your CRM and start analysing data. This is probably the topic for another blog post as this is pretty boring (sorry data analysts).

Conclusion

In conclusion, creating a quiz funnel is one way to generate leads. It’s simple, easy, cheap and fast. And it works. You can generate leads on demand that no other medium can, cheaply (we generate leads between $0.10 – $0.50 per lead) and with a contact rate of 80% or more!

All in all, you can create a powerful b2b lead generation funnel using quizzes in just a couple of days. Ask us how below:

Powerful Lead Generation For B2B Using Quiz Funnels

Let Us Create Your Own B2B Quiz

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local leads

6 Ways To Generate Qualified Local Leads In 2022

Every business needs customers to survive. This is more apparent with local businesses that rely on foot traffic mostly – if you do not get enough customers in your store, you shut down.

Branching out to the online world is no more an option. However, thousands of local business owners keep hearing daily that

  • “You need to have a website!”
  • “You need to be active on social media!”
  • “You need to have a list of emails and do email marketing!”

These tactics may sound awesome, but ask any local business owner to implement them and you end up with failure and disappointment.

Here is what’s good with local businesses, apart from livening a community and contributing to their local area – they foster good relationships with their customers. People recognise the owner, trust the business and make frequent purchases. This is way harder when your business is purely online.

As a local business, here is what we would recommend you do, to generate leads locally:

Step 1: Participate in local events

Most towns, cities and neighbourhoods host local events and festivities. This is your chance to be seen, interact with new faces, and make new acquaintances – aka local leads.

This is your chance to shine.

Make sure you have:

a. A stall with your brand plastered anywhere.

b. Apparrel that features your brand

c. Mini catalogues that you can give along with any free samples

d. Free samples

e. A contest ready to run during the event

f. It goes without saying that you need to register all these people that come in contact with you and get their names and emails

If you have no budget to rent a stall, there are some creative ways you can bypass the high costs:

g. Find an exhibitor that sells complementary products (i.e. if you sell coffee, complementary products are books, pastry, art and whatever else you think may fit) and either convinces them to give you a bit of space OR give them a free product to give away to their customers during the event.

h. Alternatively, work with them to bundle together their products and your products in a contest, so that people will add their name and email with a chance to win big (i.e. 2 bags of coffee and a book). Each of you will share their info for your email marketing later.

Step 2. Create partnerships with other businesses

Same as above, but without the local event. For example, let’s say you are a dental clinic. What could be a complimentary service that you can refer people to? Hmm, let’s think – oh found it! You could provide a voucher for a free Spa, hair treatment, or eye check to any of the local services nearby.

But wait, this post is on how to generate local leads, not how to refer people to others.

Well, in the same manner, the hair salon, the spa, and the optician could refer business to you – they just have to give their clients a complimentary dental check (valued as much as you want). This way they give added value to their customers, and you get more people coming to your way.

Step 3: Create Revenue Share With Local Media

Rather than paying for ads for newspapers (who are reading newspapers these days? Anyway) try to contact local bloggers, journalists, directories and newspapers and strike a revenue share deal.

The way it can work is that they will write or say a few things about you, and if they have the infrastructure, they will get the leads and you pay them per lead referred. Jay Abraham, the legendary marketer used this technique with a topical cream called IcyHot. He called every newspaper, every radio station and every magazine and tried to negotiate a revenue share. He eventually strike gold with some of them which would advertise it for free, got all orders, keep their percentage and then forward all the rest to the product owner.

If this can work for cream, I do not see any reason why not to work with other stuff.

Step 4: Add your business to local-focused directories & listings

This one is exceptionally easy. All you have to do is find directories and business listings that focus on your part of the town and add your business, your product or services, your email and your telephone numbers there. A couple of examples are Yelp, Google My Business and Craigslist but there are a hundred of others. Yes, you will be contacted by sales reps who will try to convince you to pay a premium “for added exposure” but in our opinion, this is just a waste of money.

At the end of the day, your customers will only look for who you are, what your services are, whether you have an email and you respond fast if you pick up the phone and oh – your reviews.

Step 5: Optimise your local listings and directories with 5-star reviews

These services were made to help local businesses attract customers. Ok, not really, they were made to help you spend your hard-earned cash on advertising your business to them, but you can use them as such.

If you have customers, asking them to post an honest review on any of your listings would be beneficial. This goes against most of their rules, but if you incentivise them to do so but giving them a discount, a free gift card, a voucher, or a free product or service – you will add a happier and a bit more eager customer.

It goes again without saying that if you go way above and beyond to service the customer, and the customer feels like a king, he/she will leave a good review anyway.

Step 6: Generate local leads using quiz funnels

The final thing you can do is create a quiz funnel. People love taking quizzes for fun, for education, to uncover problems and find out solutions.

With a quiz, you will need to create an ad on Facebook, Instagram, Google, Yahoo or Bing – even on Quora or Yelp.

All you have to do is target the area you want, run an ad with a link to the quiz and some catchy tile like “Which Yogi Are You” (if you own a Yoga studio for example) and start getting leads.

People will see the ad on a local level (i.e. around your neighbourhood) and will start clicking the ad and taking the quiz. In a matter of days you will start generating names, emails and replies to the questions you asked – so that when you follow up or add these people to your remarketing audience, you will send them customised answers to their pain points.

Let me clarify with another example. Let’s say you are a health coach for women over 50. The questions will you ask, will pinpoint the exact problems that face women over 50 i.e. “do you have high blood pressure” or “have you or your family ever suffered a cardiac attack” etc.

When you get these answers, you categorise them and create different segments- i.e. anyone who answered “My current weight is over XXX” will be receiving a call or another ad or even a voucher for a free weight plan or something.

It is really simple – it’s the mechanics that are a bit complicated and business owners who want to create quizzes themselves fail not only in the questions to ask but also in how to segment and follow up. That’s why we recommend having an expert do your quiz and ads and create the funnel to get not only leads but high-quality local leads that generate revenue.

limited time offers

Warning: You’re Losing Money By Not Using Limited Time Offers

Many organizations run occasional promotions so that they can attract new customers or encourage existing ones to return. These promotions usually come around every now and again – like Black Friday, Cyber Monday or Valentine’s Day. However, these events give businesses just a short amount of time to promote limited time offers before shoppers move on to another retailer. As a result, some retailers may find themselves missing out on potential sales.

As a result, many companies are turning towards more creative marketing strategies in order to remain competitive in an increasingly saturated advertising market. One example is the use of influencers. Instead of relying only on paid advertisements where the consumer has little to no say on what products they will receive, marketers are taking advantage of social media sites such as YouTube to create videos about their brands.

However, in the online world, limited time offers can run “evergreen” aka, continuously, as they are seen once by first-time shoppers and then disappear from their screens. Limited-times offers work well for online shoppers because they provide them with a compelling incentive to buy by creating an urgent need.

When an offer is made available at a certain date or within a certain timeframe, it becomes more appealing to potential buyers because they’re afraid to miss out on something good. In order to make sure your business gets maximum exposure using time-limited offers, you’ll need to learn how to use them to your advantage. Here’s the lowdown on how you can use these deals to your advantage when creating promotional material.

1. Use Limited Time Offers Strategically

If you are running an online shop and you are using quiz funnels then you need to make sure that when a quiz taker finishes he will be presented with an outcome – with a recommended product that matched his answers.

It is recommended at this very moment to present a discount as an incentive with a limited time (i.e. in the next 5 minutes) and then when the clock hits zero, even if he has saved the page in his bookmarks he won’t be able to see this offer again.

If you are not using quiz funnels and you simply taking advantage of seasonal holidays for limited time offers, you’ll also want to make sure that you’ve planned your promotions properly. While some retailers choose to run promotional activities simultaneously over several days, others prefer to restrict them to specific dates and times. By doing this, you can limit the number of products that go unsold while ensuring that your brand stays visible to consumers.

2. Promote Multiple Products at Once

It’s worth mentioning that not all limited-time offers are created equal. Some may offer substantial price reductions for items that are not selling fast. Others don’t really care so much and they do wide-site sales just to increase their sales and cover their current expenses. 

Sometimes, it is worthwhile to bundle many products together and make a “pack” a “bundle” or a “kit” and then reduce the price for purchasing the entire thing. Customers will recognise this as a value for money and most of the time will purchase it especially if you add a limited-time promotion there.

Another example is your company may offer a free shipping deal to customers who order two or three items at once or you may offer an additional product at a discount when a customer buys something and tie that into a limited-time offer – i.e. “Thank you for purchasing our past spoon, get the wooden spoon tray to rest the spoon when mixing your pasta, at a 20% off – a great value for money! Available only for the next five minutes”.

These types of offers work best because the customer has already shown interest in buying from you by visiting your website, so the next step is to reward them for doing so. 

3. Tie Your Deals Into Social Media Posts

Creating limited-time offers is one thing – promoting them is what makes them successful (but you already knew that, didn’t you).  Tying your limited-time offers with social media posts is currently one of the best free ways to promote them. Many companies engage with users via Twitter, Facebook, Instagram and TikTok allowing them to share information regarding the sale and communicate with fans about upcoming offers.

Here is how to do it:

a. Set Up Social Media Channels for a Limited Time Sale

Set up a separate Twitter handle and Facebook page for your limited-time promotion. On your social media pages, you can tell followers about your promotion for only a certain amount of time, letting them know exactly when and for how long things will last.

This kind of communication with customers is key to keeping them interested and coming back for more. You also get to build excitement around your special event before it happens.

b. Create and Promote Limited-Time Offers Using Multiple Platforms

Promoting your sales through multiple platforms allows you to reach out to different audiences and spread your message across various networks. For example, if you sell products on Amazon but also offer discounts on your website, you can run ads targeting both sites promoting your deals. Then at the end of the promotion, you evaluate which medium and sales channel was more effective and adjust accordingly next time.

Also, try to make sure that different promotions go live at different times so that your audience sees something fresh every day.

3. Use Social Media Posts to Tie Your Sales To Customers’ Lives

Tagging a repeat, loyal customer in a photo posted during a special promotion is a fun way to connect with your clients. Showing them that you’re thinking of them helps build trust and loyalty. It also encourages them to come back to your store or shop again.

Here is how to do it: 

Step 1: Create Your Photo Album With Tags

Let’s assume here that you’ve already created an album on Facebook called “Customers,” but let me explain first the process of tagging your customers’ faces and adding custom text to every image in the album.

First, log in to Facebook, click on your “Customers” album and hit the Edit button so you can view the images and comments.

Step 2: Next, select a group of six to 12 images that represent your best day’s sales activity and upload them to your computer.

Step 3: Drag the images onto a blank background (you can use a white background or another color if you prefer) and place them in order. Finally, click Save and continue editing your album.

Now that you’ve uploaded your photos, it’s time to add tags for every face in the pictures. To do that, go to the Tools tab and click on the Tag People icon.

Enter a name for each customer; make sure the names are meaningful and descriptive. Click Add Person and enter additional information about the customer, including gender, date of birth, location, occupation, etc.

Finally, after saving your changes, click Share now to publish your album.

Step 4: Post a Picture and Tag Customers

Now, it’s time to actually tag your customers! Select a picture from the album you just created and edit it to fit the desired look. When done, save the edited image.

Go to your Timeline and click Post Now. Scroll down to find the Manage Tagged option, and click it.

Under the section titled “Create a new tagged photo”, click Use Existing Photo and browse to the saved image you just edited.

Click Use As Tagged Photo and proceed to type the appropriate tag for every customer. If necessary, zoom in to read the description and change its font size.

Once you’ve finished typing out all the tags, scroll down to the bottom of the page and click Done Editing. Finally, click Save Changes.

4. Add Content Related to Your Promotion

Not all content needs to revolve around making money. You can still add value to your fans and followers by sharing helpful tips and tricks, answering questions, talking about customer service experiences, or anything else related to your business.

For example, let’s say that you sell vitamins, i.e. vitamin D. You could create a blog post around all the benefits of vitamin D and then the link to your quiz or a promo. Prospective customers who actually read the entire blog post (you can see that through Google Analytics) have more chance of taking the quiz that is embedded into your article and then ending up buying the limited-time offer, rather than those that didn’t.

This way, you can measure how content plays a role during promotions vs normal time and how content contributes to limited-time offers vs normal sales.

5. Pay Attention to Customer Reviews

Showing appreciation for reviews left by happy customers is another way to build rapport with your audience. When you see negative reviews, respond promptly and honestly, explaining what happened and what you plan to do in order to address issues. 

Offer a discount or a free product in order to redeem your brand in your customer’s eyes. 

6. Share Exclusive Photos & Videos With Fans

For some reason, posting exclusive photos and videos makes people feel like you care about them. They’ll be even more likely to buy from you knowing that you put effort into building relationships with them. Plus, they’ll be able to relive the experience later whenever they’re feeling nostalgic.

7. Send limited-time offers to your email list

This is a biggie. We see, time and time again, even with small lists of around 10,000 people that limited-time offers convert around 10-15% depending on the product, the discount or the type of promo that is sent.

The best time to do this is on weekends, but in reality, if you are running a quiz funnel, anytime will do – it all depends on the size of your email list. In our experience, lists with over 10,000 people work best.

If you run a quiz funnel, you have two options:

– Run the discount immediately after the welcome email

– Run the discount at the end of the workflow

We totally prefer the latter as we use the workflow to build a product and brand awareness (DigitalMarketer.com calls it indoctrination, but we hate this word), explain the brand values and present reviews, customer testimonials on the way and THEN send them the limited-time offer.

One of the best ways we found of doing so is to have a countdown timer within the email which really adds to scarcity and urgency factors. In fact, we saw more conversions when we did have the countdown timer, rather than when we simply stated it.

IMPORTANT- Always, always include a P.S. in your emails previous to sending the limited-time offers via email. This preps the reader and sometimes they are eagerly awaiting the email to take the offer. If you send the email with a discount without the warning (the P.S.) your chances of getting the sale are less |(unless you run the offer for a few days).

Speaking of days, not everyone is ready to buy when you decide to sell. This is why it is important, apart from prepping the recipient to remind the customers with two or three emails that the offer continues and that they will miss out on X day unless they act now. Works most of the time 🙂

how to generate real estate leads

How to Generate The Highest Quality Real Estate Leads With Just A Quiz Funnel

If you are a real estate agent, you probably know how long the sales cycle is. Future homeowners – your prospects – may need several viewings, and negotiate various terms and such which will take time. In my opinion, the hardest part of the business is how to create real estate leads on demand – leads that do not waste your time, have money and are serious buyers. This is what everyone wants, right?

This is where being a smart estate agent that rises above the rest comes in. Utilising smart tools that very few of your competitors know and use (and do not cost a fortune) that offer real estate agents many opportunities for finding customers. This is what this guide is all about.

If you are a real estate agent reading this article looking for quality leads, you must unlearn what you already know – and that is about approaching people cold, posting in Facebook groups or on your profile on Linkedin. This guide shows you a unique counterintuitive method f generating leads with just two tools:

  • Your email
  • A quiz funnel

And that’s it.

Why your email and a quiz funnel?

Email marketing has the highest ROI of any form of online advertising. Email marketing has a return on investment (ROI) of $36 for every $1 spent. Emails have a greater reach than most social networks. By 2017, there were 3.7 billion email addresses worldwide and this is expected to grow to 1 billion per year.

There’s no question that email is the most powerful form of communication today. It allows you to talk directly to your customers without competition from hundreds of distractions.

However, as your customers are unique, so must your email marketing. If you want to retain someone’s interest in their inbox, your marketing strategy must be personalized. You have got to find out who you’re writing to and what they want.

But how do you know what your prospects want and need? How do you get that crossing a line, and burning leads?

The answer is simple: using a quiz funnel.

Our experience so far shows that around 90% of users will take part in a quiz if they see it on Facebook or Instagram. Numbers do not lie. People love quizzes for a number of reasons – either they are entertaining and want some fun and pass their time, or want to learn more about themselves. When you use quizzes to generate leads for your real estate agency, you help your prospects (as well as yourself) to really understand their specific needs, their budgets and find out what they want from the collection of homes you sell.

For the sake of the experiment, let’s create a quiz that will help you understand how to get leads that are qualified, added to a database and such.

But First, What Is A Quiz Funnel?

In its simplest explanation, a quiz funnel is one of the many marketing funnels that finds, qualifies and segments visitors based on the answers they provided. At the end of the quiz, the visitor sees one or more recommendations, again based on how they responded.

A quiz funnel is the ultimate lead generation tool, not because it has the lowest cost per lead (we consistently see leads at $0.10-$0.50) but also because the information you gather for each lead is unparallel – no other method can provide this.

To understand how the quiz funnel works:

  • You have a compelling ad on Facebook/Instagram/Google – anywhere with a link to a landing page which starts the quiz.
  • Then when a user clicks on the ad, they land on the starting page and take the quiz
  • You either ask for their name and email at the start or at the end and a few questions in between.
  • Then, when they finish the questions they see the outcome.

Let me show you how to generate real estate leads using a quiz funnel!

First things first – the quiz needs to be able to represent your goals and the customers you want to attract. We have written a whole article about marketing personas if you want to read it.

For the purposes of this sample quiz, we will divide our customers into three segments:

Segment 1: Big home buyers. These people have the budget and are looking to spend their money on houses or apartments without compromising on space. They are looking for big, spacious places to show off their money, have a sense of accomplishment or whatever else drives them.

Segment 2: Medium home buyers. These people like value for money, and whilst they would love the extra space, they can not afford it right now. They prefer a medium size home, a good neighbourhood, preferably easy access to local markets, schools and hospitals.

Segment 3: Renters. Renters are usually less concerned about the size of their living space than buyers. They’re typically willing to rent for longer periods of time if they get a good deal. And they tend to focus more on price when making decisions than buyers.

As you probably understand right now, your quiz will have different criteria than ours. As mentioned above, the type of quiz you make will need to be adjusted to your personal and agency goals, as well as the type of customers you want to attract.

Let’s now walk you through how to actually structure the lead-generating quiz for your real estate agency!

1. The Landing Page

The landing page, or the starting page of the quiz, is where visitors who clicked on the ad or your posts or your emails will land to. You have less than ONE second to make an impression, so the question you will be asking as your headline and your photo MUST appeal to the majority of people.

PRO TIP: When we see that, at the beginning of launching a quiz that the bounce rates are off the charts, then this means that the landing page needs to be redesigned – completely.

Here is an example of a quiz landing page we designed, for this sample quiz:

Your landing page must represent the OPTIMAL clients you want to attract.

2. The Qualifying Questions

The first thing to do, in our opinion, is try to gather a little info about your audience at the beginning and then at the end. The reason is that your prospects may be eager to start the quiz, so they will be compelled to answer the first questions about them, and they as the quiz reached the end, they will be eager to see what the quiz spit out as an outcome, based on what they answered.

Please note that the objective of the quiz is to get as many people as possible in, complete it, and then follow up based on what info they left. As such, your questions must be at least 5 and no more than 10! After that, people get annoyed and close the quiz.

So the first question would be a bit about them. You could ask their name, to further personalise the quiz down the road, and also ask what they prefer – to buy or to rent.

Then you can branch out, per segment. Please note that each branch shouldn’t have more than 10 questions, this is really important.

So if someone selected to buy a property, you could ask whether they want a semi-detached, detached or apartment. Depending on their answer, you branch out, for example, if they said a detached, you could ask how big plot of land they want, or if they selected the apartment, you ask how many rooms and what view etc. These questions imply what kind of house they’re planning on buying or renting. Some people prefer living in the country; others enjoy city life. Regardless, the answers will help you decide how you can follow up later.

One of the most important questions to ask, which will instantly disqualify a lead and you won’t waste time following up to set with what kind of buyers you want to work with. Setting a minimum price that you require buyers to purchase homes, means you only have this range of prices in your portfolio. This will tell you how much money your customers are willing to spend.

3. Keep Them Eager To Get Their Results

Before you move on to results, it is time to learn a bit more. As mentioned earlier, you have the option to start the quiz with their name and email and then at the end, ask them about their current situation, such as “where are you now based?” or “why are you looking to buy now” as an open-ended question.

People that fill out this information are hot leads because they spent time thinking and writing their answers – which you can read later before you follow up.

4. At Last, The Outcome Pages

Finally, the moment your customers were waiting for.

You have two options here:

  1. Simply have an outcome page with their ideal outcome and a link to your portfolio page with relevant properties (this means you will have to create a portfolio page based on this category)
  2. Or, direct them immediately to this portfolio.

Where To Advertise Your Real Estate Quiz

A quiz won’t do anything by itself sitting on your website. You need an active way of promoting so you can get the leads you want.

You can use links for sharing either with your followers or promoting them as ads.

It’s easy to share your quiz on Facebook, invite people to take it, or even create an ad for your quiz. Here are some suggestions:

– Obviously, on your website

You can place it within the main website in a frame, OR create a subdomain like quiz.yourdomain.com and then place a link on your main menu for people to find it easily.

– Via a Pop-up window

One of the best ways to show up your quiz, is via a popup window, programmed to show when people exit, stay on the page for more than normal or simply while consuming a percentage of your content (i.e. if they scroll more than 20% of a listing, show them a popup).

For example, let’s say that a visitor lands on a listing where you show a nice apartment available for rent. He scrolls through the details and reaches a section where there is information about the area. At this precise moment, you can trigger a popup with a quiz, asking him/her to take it with a potential title “Interesting in Renting? Find out how you can get the most for your money” and then he is redirected to take the quiz.

– On Facebook

This is the method we recommend, as still Facebook has the lowest cost per lead we have ever seem (around $0.10 – $0.50 per lead!)

All you have to do is create an ad, write some persuasive copy of why should someone take your quiz and add the link to the quiz landing page. Then wait and see the leads coming in, like a faucet.

Another option is to simply post it on your personal Facebook page or your agency’s page – the result depends on how many friends and followers you currently have.

Finally, you could post on Facebook groups, but this is an approach we do not recommend, as you will need to pay attention to the group rules, and also the group has a limited pool of people most of the would-be unqualified (even it has 100K people).

– On Instagram

This is a must-have, particularly as Instagram is a photo-oriented medium. You can post several times per week, with a screenshot of the quiz or photos of various houses with the title “What is your ideal home? Take the quiz and find out” and see the leads roll in.

Instagram allows also advertising via their mobile phone app – you can follow the same procedure as with Facebook above.

– On YouTube

These days you can create a video by just adding a few images on a Powerpoint and then creating a slideshow! Simply export this on YouTube, add the link to the quiz and maybe run some ads on it as well.

– On Pinterest

The image-sharing app is ideal for your quiz! Follow the same procedure with Instagram, however, please note unless you do some aggressive marketing on this platform alone (aka ads) you won’t see many results.

– On Twitter

If you have a Twitter account to share your updates, simply post a screenshot from the quiz, the link and you are off to the races!

Conclusion

Quizzes and email marketing are a killer combination – this is how to generate real estate leads without doing anything. As your lead flow from your quiz to your email database, they will be automatically segmented using tags and each segment will fire a different email flow. This means, tailored, personalized, powerful marketing messages.

If you found this guide useful and would like to give quizzes a shot for real estate lead genra­tion, then let us know by clicking below.

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what is a quiz funnel

What is a quiz funnel?

Suppose for a minute that you own a website selling products or services and you understand the importance of having a big email list at your disposal. You maybe hate having popups giving a discount to incentivise people and you also want to get more information from visitors who register in your database.

How could you ask your visitors to provide their information in a fun, entertaining or informative way (depending on the business you have) without jeopardising your conversions?

The solution is “simple”: Having a quiz funnel installed on your site.

Quiz funnels are extremely powerful tools for creating automated sales funnels and collecting leads. They allow you to create a series of questions and answers to automate your marketing campaigns.

Quizzes have become extremely effective at building trust between customers and businesses. In fact, 60% of consumers believe they should be able to earn points or rewards through surveys and quizzes (Source – Google). The best part about quizzes is that they don’t require much effort from you. All you need is to be able to know your audience (which you can also find through a quiz) and come up with relative questions to engage them.

So, once you’ve created your quiz funnel, you’ll need to collect responses from visitors before they move forward. This is where email automation comes in. For example, you can send out an automatic survey after someone enters their contact information or opt-in to get future offers.

But what is a quiz funnel?

A quiz funnel is a process whereby you build an audience using quizzes and then nurture them to eventually convert into paying customers. It is a method that has been proven effective over time. Quizzes are one of my favourite forms of content creation and I use them extensively across multiple platforms. They are an extremely engaging and fun way to engage your visitors.

And they work! But why do you need to set up a quiz funnel? Why not just go after all those leads right away?

Well, there are three reasons:

1. Building an engaged audience takes time, patience, and consistency

2. Lead generation is not only about quantity but quality too.

3. Finding out about your audience requires lots of data, and quizzes offer low-cost data acquisition

That’s where a quiz funnel comes in that will help you generate leads for your business.

Why create a quiz funnel?

There are many benefits to having a quiz funnel, some of them listed below here:

1. Quizzes Build Audience Engagement

As mentioned earlier, you build an audience by collecting valuable data and keeping returning to your platform to share. Your quiz funnel allows you to collect data and build relationships whilst you build your audience. Over time, you should notice that your audience becomes more loyal, more active and more willing to buy your product/service.

People that take a quiz have an 80% more chance of responding back to your email flows, or respond to your social media or booking an appointment or purchasing a product or service.

2. Quizzes Are The Best Way To Generate Leads

People that fill in your quiz are more likely to be interested in what you are offering.

For example, let’s say you own a dental clinic. You can ask people about their teeth, and how they take care of them and at the end, offer them a free cleaning, consultation or examination. The people who will take the quiz from start to finish and provide their name, and email and book the appointment are the highest leads possible.

But even for the rest, they are still added to your database. Once you build a strong email list and remarketing audience, you can invite them back onto your website to further develop the relationship. For instance, you might offer a free downloadable resource. Or perhaps they complete a short survey or offer.

Whatever it is, you want to add another step to your lead generation funnel. This helps to increase conversions by ensuring that each person has given you permission to contact them.

3. Quizzes Have An Increased Conversion Rate

People love quizzes. There is no denying that. How many times were you drawn into a Buzzfeed quiz like “Did You Know I Can Reveal Your Absolute Best Trait If You Tell Me Your Food And Drink Preferences?” and then took their quiz because it was fun to take?

So whether you are selling services, products or information, a quiz is way more fun and engaging to take directing visitors through engaging questions, and as such, they are more intrigued to give you their details than any other form (like a popup with a discount, for example).

Conclusion

Quizzes are also very popular among businesses. They work well when used to generate traffic and are indeed the best way to generate leads. A survey shows that over 50% of people don’t answer online surveys but are happy to take a quiz!