Why Do Lead Generation Quizzes Work So Well?
Lead generation is a top priority for all marketers. Using interactive content is not only an effective way of educating users but also an engaging method to pull them into the conversion funnel.
Nowadays, customers, both businesses and end consumers, are becoming increasingly demanding in terms of speed, customization, and overall quality of the experience.
By using the questionnaires as a lead generation tool, you can not only segment new leads, but also make personalized recommendations and customize your future campaigns.
Quizzes as a lead generation tool are a win-win success device: they provide your audience with a fun and interactive experience and possibility to gain free, valuable information. At the same time, you are getting valuable insights from your prospects that can help you improve your marketing campaigns in the future.
Building a quiz has many benefits; it can help you understand what your leads are interested in, their preferences, learn more about them and even their position in the customer journey. But not only that. You may also educate your prospects and push them to consider your product or service as the right solution for them. Moreover, the entertaining and attractive format of a quiz helps to combat the usual reluctance associated with submitting information and filling out forms.
Let’s recap the benefits of a lead generation quiz:
- Engagement – quizzes are an engaging way to convince prospective customers to fill out your lead capture form;
- Virality and reach – quizzes can be easily shared;
- Applicable anywhere – quizzes work well for both B2Bs and B2Cs;
- Universality – it can be tailored to work for any business;
- More insights – quizzes provide valuable data to segment and get to know your audience better;
- More traffic–driving relevant traffic to your website and into your funnels;
- Free Attractive Value – quizzes are great at educating and warming up your potential customers.
Let’s take a look at the following example of a lead generation quiz:
- Let’s look at the following example from The Growth Agency: The quiz is called “How Data Driver is Your Company?”
- Its purpose is to:
- capture contact information from quiz takers and
- direct them to the specific content page
- identify each lead’s characteristics
- The quiz opens full screen to provide an immersive experience.
- The reader is presented with a series of questions with images representing each answer for a quick and visual way, to move on through the quiz efficiently.
- After the prospect is done with the quiz, an opt-in form appears, asking to provide the required contact details (name, email, etc,) they must fill these in to see the results.
- The “terms & conditions” and “opt-in for marketing emails” checkboxes are presented.
- The reader is shown the results of the quiz with CTA links that drive them further into your funnel.
- Then comes the series of follow-up emails or next steps in your marketing funnel.
- Its purpose is to:
Choose a quiz-generating platform. We recommend:
Start with a title. Use the most engaging formats, like:
- Personality/lifestyle quiz
- “Which (Blank) Are You?”
- “Which (Blank) best fits you?”
- “Find out your (your product, e.g., perfume, type of house, etc.”)
- “Find out the best type of (your product) for you”
- Knowledge assessment quiz
- “Check how much you know about (a topic relevant to your customers and business)”
- “How well do you know (a topic relevant to your customers and business)”
- Scoring quiz
- “How ready are you for (your product)?”
- “Answer these X questions and we’ll tell you what next steps you should take as a (e.g. business owner)”
Fill in the BLANKS with either products relevant to your business or the groups of customers you serve.
Ask specific, high-value, educational questions, which will allow a potential customer to reflect on their current situation and learn some new things and perspectives. The quiz should help your target customer take a few steps forward to getting closer to solving a problem and then linking the solution to your product or service.
Use Images, Videos, and Audios to illustrate the answers and help people flow through your quiz smoothly, enjoying the experience.
Make the quiz easy and short, from 5-10 questions with 4-6 answer choices, with a mixture of short and long answers, as well as a selection form. Remember that people will ignore a quiz if they’re not interested in the topic, or if the quiz is too long. The time to complete a quiz should be under 5-10 minutes.
Make your prospects feel like they’re having a conversation with a friend. Formulate your quiz questions as if you were talking with them in person, using pronouns, like “you, I, we”.
Make an opt-in form to capture email leads. Tell people they’ll receive the quiz results (in an email or downloadable pdf form) into their email inboxes. Around 56% of people will convert at this stage. If your prospects have already invested at least 2 minutes answering your quiz questions, they are more likely to share their details and be curious about the results.
Add a less noticeable “Skip this Step” option at the bottom. You don’t want people to opt-in just to see their quiz results and then unsubscribe immediately.
Send people different emails depending on their quiz result with personalized information for each outcome. Tease the quiz takers with extra tips that will help them improve and stimulate them even more. Other incentives may include exclusive gated content like a webinar or an eBook, a coupon, store credit, a gift card.
Keep the results 3-5 sentences short. Keep the results interesting and engaging! Whether you share it in the form of an email newsletter, an article on your website or a downloadable ebook, the prospects are really looking to get some good value here – so make sure you deliver. If your lead magnet is good enough, they might want to share it with their friends and family, who in the future could turn into even hotter leads!
Via a clear CTA, direct people to a relevant page on your website or into your funnel.
Send a follow-up series of emails for each of the quiz results within certain intervals. The purpose of these emails is to capture the leads that might have slipped through the funnel without taking action and to qualify your leads better, so make sure you’re providing some good, interesting value here, and don’t forget about the CTA’s!
Best practices are:
Email #1 (right away) can contain the quiz results again with more details. It will also give you a chance to include other relevant content you want to point people to and interesting Call To Actions directing people further into your funnels.
Email #2 (3 days later) can contain the descriptions from the other results from your quiz and other relevant links to your website.
Email #3 (4 days after the second one) can contain suggestions, recommendations. Now you can start digressing from the initial result topic and establish yourself as an area expert.
Email #4 (3 days after the third one) can contain more advice based on the quiz result and offer to have a meeting/webinar / free course registration or customer feedback.
Promote your quiz when it is ready a) on your website as a popup b) on your website as an announcement bar c) on Facebook as an ad.