Lead Qualification

Effective Lead Qualification is essential for maximizing business growth, and AVA makes it effortless with AI-powered automation.

Overview

By incorporating customizable qualification processes directly into outbound calls, AVA ensures that only high-value leads proceed to further engagement. Whether disqualifying contacts based on predefined criteria or capturing vital information for future sales conversations, AVA streamlines the lead qualification process, saving time and ensuring efficiency. And with AVA’s GHL integration, you can ensure that the disqualified leads are still valuable by enrolling them in nurture automations to potentially convert them in the future.

Details

Lead qualification is a foundational benefit of AVA’s capabilities, enabling you to screen leads and prioritize meaningful interactions. The system uses AI-driven workflows and pre-built Scenarios to seamlessly qualify or disqualify leads during phone conversations based on user-defined parameters.

How Lead Qualification Works

1. Custom Qualification Criteria:
   • Users define a set of disqualification questions and associated criteria.
   • For disqualification questions, the AI screens out contacts who do not meet the requirements (e.g., age, location, or budget).
2. Capture Valuable Information:
   • The AI asks capture questions to gather useful data, such as contact preferences, business size, or goals.
   • This information is stored and can be referenced later for more personalized follow-ups or in sales conversations.
3. Time and Resource Optimization:
   • By ensuring only qualified leads proceed to meetings, AVA helps users focus their time on high-value opportunities first, whilst allowing disqualified leads to enter tailored nurture sequences to potentially close them in the future.
4. Automated Workflow Integration:
   • Qualified leads are scheduled for meetings directly in the user’s calendar.
   • Disqualified leads can be segmented into nurture campaigns, ensuring no contact is entirely lost.

Key Features

1. Customizable Qualification Questions:
   • Define up to 8 qualification questions.
   • Choose between Disqualification Questions (used to screen contacts) and Capture Questions (used to collect useful information).
2. Dynamic Interaction:
   • The AI adapts the conversation based on the contact’s responses, maintaining a professional and engaging tone.
3. Seamless Integration:
   • Qualified leads are booked directly into the user’s calendar.
   • Data from the call, such as captured answers and disqualification reasons, is logged in the Call History section for future reference, and can be accessed as returned data from the AVA Voice AI GHL integration action.
4. Enhanced Efficiency:
   • Focus on decision-makers and high-value leads.
   • Avoid spending time on contacts who do not meet your criteria.

Example Use Case

A marketing agency wants to qualify potential clients before booking a sales call. They configure AVA with the following setup:

• Disqualification Question:
  • Question: “Do you currently spend at least $2,000 monthly on advertising?”
  • Disqualification Answer: “No, we spend less than $2,000.”
• Capture Question:
  • Question: “What is your primary goal for the next quarter?”
  • AI captures the contact’s response, e.g., “Increase leads by 50%.”
• Meeting Value Proposition:
  • “Learn how our services can optimize your ad spend and deliver measurable growth.”

The AI engages with each contact, disqualifies those who don’t meet the spending threshold, and schedules meetings only with qualified prospects.

FAQs & Troubleshooting

General Questions

What is the purpose of Lead Qualification in AVA?

Lead Qualification ensures that only high-value leads who meet specific criteria proceed to meetings, saving time and resources.

How does AVA qualify leads during a call?

The AI uses user-defined qualification questions to screen contacts. Disqualified leads are excluded from further engagement, while qualified leads proceed to scheduling.

Configuration

How many qualification questions can I configure?

You can configure up to 8 qualification questions, with each question designated as either a Disqualification Question or a Capture Question.

What happens if a contact answers a disqualification question incorrectly?

The AI politely concludes the call and logs the disqualification reason in the Call History.

Can I customize the disqualification criteria for different campaigns?

Yes, disqualification criteria and questions can be tailored at the Campaign level, allowing you to adapt to different target audiences or objectives.

Usage and Results

Where is captured lead information stored?

Captured responses are stored in the Call History section and can also be appended to contact records for future use.

Can I follow up with disqualified leads later?

Yes, disqualified leads can be included in nurture campaigns or specific GHL automations for future re-engagement opportunities.

What if I want to adjust the qualification process mid-campaign?

You can edit the qualification questions and criteria at any time. Updates will apply to all subsequent calls in the Campaign.

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