4 Types of Lead-Generation Questions for Advertisers

by Liz Huff Second Street

Advertisers are increasingly looking for promotions that will deliver measurable results, such as qualified leads.

So how can you be sure your promotions will fit their needs?

One of the best ways to achieve their goal is with lead-generation questions. Include a sponsor opt-in and two to three lead-generation questions at the end of your promotion to bring your advertiser results they can use for future targeted marketing. Plus, if you’ve secured an appealing prize, you can increase participation and ask a few more questions to your entrants.

Set yourself up for success by providing defined answer choices for your lead-gen questions. Defined answers allow for cleaner reporting results since open-ended answers can be varied or misspelled.

Make sure you’re picking the right lead-gen questions by sitting down for a needs analysis conversion with your advertiser. Then leverage a mix of these three lead-gen question types – described below – to fit their goals.

Informational

Informational questions are a great way to gauge interest in the services or products a brand offers. Plus, it’s an additional way to inform your audience about a specific product or service.

AdvertiserInformational: Sample Questions 
BankDid you know that we have a special program for college savings?Yes
No
DentistDid you know that we have monthly seminars and Q/A relating to [insert
procedure]?
Yes
No
HotelDid you know that we have great facilities
for family gatherings and events?
Yes
No
Entertainment VenueAre you aware of a VIP area with food, drinks & private bathroom?Yes
No

Buying Intent

These questions should be specific to your advertiser’s products and services. Ask you advertiser what information would be the most helpful for determining if a user is a qualified lead.

AdvertiserBuying Intent: Sample Questions 
Tire StoreAre you actively shopping for new tires?Yes
No
Window & Door CompanyWhat is your budget for replacing windows and doors?Less than $10,000
$10,000 - $15,000
$15,000 - $20,000
$20,000+
Pet BoardingWhere does your pet stay when you're away for extended periods of time?Friend/Family's House
My House
Boarding/Kennel
Other
DentistAre you interested in financing options for your dental procedures?Yes
No
N/A

Category Specific

At your needs analysis meeting with your advertiser, find out other information that would be helpful for them to understand more about their consumers. These questions will target important information that does not need to be directly tied to a specific product or service.

AdvertiserCategory Specific: Sample Questions 
BankWhat is your most significant barrier to switching banks?Inconvenience
Loyalty
Setting Up Direct Deposit
Multiple Accounts
DentistDo you currently have dental insurance?Yes
No
HotelDid you know that we have facilities for hosting events and family gatherings?Yes
No
Auto Repair FacilityWhere do you typically take your car for service?Dealership
National Chain (ex. Sears)
Friend or Family Member
Local Shop
Do It Myself

Qualifying & Lead-Gen Survey Questions

Are your advertisers looking to know who they can sell to and when they can contact them? These direct questions will give you qualified leads that you can present to your advertisers, and that they can use immediately.

AdvertiserQualifying and Lead-Gen: Sample Questions 
Auto DealerMay we contact you to set up a personal test drive?Yes
No
Hearing Aids CompanyWould you like someone from our office to contact you to answer your questions about hearing aids?Yes
No
Home ImprovementMay we contact you for a free estimate?Yes
No
BankWould you like to be contacted by a bank representative to learn more about our products and services?Yes
No

Lead-generation questions are the perfect opportunity for you to target the specific needs of an advertiser. No matter the category, these questions can provide valuable consumer data an advertiser can put into action.

Download our Seller’s Guide to Promotions to get a comprehensive list of lead-generation questions to target more than 40 advertiser categories.

Get your copy of the Seller's Guide to Promotions.