Before you sell to a new customer, you have to engage with them in some way. Not sure how to accomplish that? How about including a quiz on your website?
“A lot of customers need to interact with businesses a few times before they’re comfortable moving forward into that more formalized buying arena. So a quiz is one way for you to build up that relationship before moving into the sales process” says Brent Leary, co-founder of CRM Essentials, LLC.
A quiz isn’t about completing the sale. But it is about engaging with customers early in the buying cycle so they’ll be more likely to become customers later on. To accomplish that, you need to think about what type of content is going to be interesting, relevant, and helpful for your customers and your business.
Create a Quiz for Your Website: Best Practices
Ready to get started? Here are some essential tips to keep in mind.
1. Offer Something of Value
Your ultimate goal may be to make sales. But creating the quiz is about engagement. And the only way to accomplish that is by getting as many people as possible to participate.
Don’t think about your product first and then come up with a quiz that pertains to it. Think about your customers and what they want first. Then craft your quiz around providing information or insights that are actually going to help them solve a problem.
Ivana Taylor of DIY Marketers says, “If you’re an online marketing coach, you could create a quiz that helps people choose a strategy. It could ask questions about the business and then based on the information it would make a suggestion for what steps they might consider.”
2. Ask Qualifying Questions
Of course, it can also be something that’s related to your offerings in some way.
In fact, quizzes can be a great way to qualify leads or potential customers. Say you’re selling computers. You could offer a quiz that asks what each person uses their computer for and then makes a suggestion based on that info:
- Are you an artist?
- Do you edit video?
- How much storage do you need?
- Do you just browse Facebook all day?
Not everyone who takes the quiz will necessarily be one of your target customers. But you can use that information to move relevant leads through your sales funnel, while still offering valuable info to every participant.
3. Make It Fun
Quizzes can either feel like a game or like a school test. No one wants to spend their free time on the latter. So in order for you and your customers to get any value, you need to inject some personality into the process.
Maybe you can ask some funny questions or add some gifs. Just make sure to keep the entertainment value in mind as you create it — or you’ll end up with a bunch of bored prospects who quit halfway through.
One last point: while engagement is important, you also want to attract potential prospects. So you’ll want to make sure your quiz is reasonably relevant to your industry. Don’t create a quiz on a hot online topic just to draw participants. Otherwise the attention you draw may not even be from your target market — making it a big waste of time for you and your audience.
1. Think about your audience. Chose topics relevant and helpful to your target customers.
2. Focus on your goal. Write questions that will help you qualify potential leads.
3. Don’t reinvent the wheel. an online quiz or questionnaire creator that will allow you to host a quiz on your website.
Photo via Shutterstock