When Long Forms Make Sense: Qualifying Leads for Small Businesses4 min read

Jef van de Graaf
Jef van de Graaf™
June 3, 2024

While simplifying forms can boost conversion rates, there are times when a longer, more detailed form is necessary—especially for small businesses looking to qualify leads effectively.

In the scenarios below, long forms aim to gather comprehensive information upfront to help you save time, ensure accuracy, and ultimately lead to better business outcomes.

When to Qualify Leads

In a survey by the Content Marketing Institute, 66% of marketers cited lead quality as a key measure of content marketing success, with 83% also emphasizing conversions (e.g., traffic to subscribers, leads to sales).

This underscores the importance of qualifying leads to ensure that your services are a good fit for potential clients, especially in fields where the relationship is personal or the service is customized. Here’s when you should consider using long forms:

  • Personalized Services: When your service requires a deep understanding of the client’s specific needs and preferences.
  • High Commitment: When the client needs to make a significant time or financial commitment.
  • Regulated Industries: When you need to gather specific information to comply with industry regulations.

Use Cases for Long Forms

1. Psychologist’s New Patient Intake Form

Consider a psychologist in Toronto who needs to gather detailed information from new patients to ensure their services are a good fit.

Why a Long Form Is Necessary:

  • Patient History: Collecting comprehensive background information helps in understanding the patient’s needs and tailoring the therapy accordingly.
  • Specific Concerns: Identifying the patient’s primary concerns and goals for therapy is crucial for effective treatment.
  • Scheduling and Preferences: Understanding the patient’s availability and preferences ensures better scheduling and a more personalized approach.

Key Form Fields:

  • Personal and Contact Information
  • Medical and Psychological History
  • Current Concerns and Goals for Therapy
  • Availability and Preferred Session Times
  • Insurance Information (if applicable)
Here’s a long form I created for a Toronto Psychology Centre. You can only access the form from pages that aimed to “qualify” visitors. Otherwise, visitors could easily access their contact page for a quick inquiry.

2. Customized Marketing Services for Small Businesses

A marketing agency offering customized services needs to gather extensive details about a potential client’s business to create an effective marketing strategy.

Why Long Forms are Necessary:

  • Business Overview: Understanding the client’s business model, target audience, and unique selling points is essential for tailored marketing strategies.
  • Current Marketing Efforts: Gathering information on what the client has tried before and what has or hasn’t worked helps in formulating a more effective plan.
  • Marketing Goals: Identifying the client’s specific goals, such as increasing brand awareness or driving sales, guides the strategy development.

Key Form Fields:

  • Business Name and Contact Information
  • Description of Products/Services
  • Current Marketing Strategies and Channels
  • Target Audience Details
  • Specific Marketing Goals
  • Budget Range

3. Home Renovation Services Questionnaire

A home renovation company needs detailed information from potential clients to provide accurate quotes and ensure project feasibility.

Why a Long Form Is Necessary:

  • Project Scope: Understanding the full scope of the renovation, including which rooms and the types of renovations needed.
  • Design Preferences: Gathering details about the client’s style preferences and desired materials ensures the final result meets their expectations.
  • Budget and Timeline: Knowing the client’s budget and preferred timeline helps in planning and managing the project effectively.

Key Form Fields:

  • Homeowner’s Contact Information
  • Description of the Renovation Project
  • Specific Design Preferences and Inspirations
  • Budget Constraints
  • Desired Completion Date
  • Any Special Requirements or Considerations

Conclusion

While simplifying forms is a general best practice for improving conversion rates, there are situations where a longer, more detailed form is essential.

For psychologists, marketing agencies, and home renovation services, gathering comprehensive information upfront ensures accurate quotes, tailored solutions, and successful project outcomes.

The key to using long forms effectively is to make them as user-friendly as possible:

  • Use clear headings;
  • break the form into sections; and
  • provide helpful instructions to guide the user through the process.

By doing so, you can gather the necessary information without overwhelming your potential clients.

Start implementing detailed forms where needed, and watch as you attract higher-quality leads and achieve better results for your small business.

Jef van de Graaf

Jef van de Graaf™

Creative Director at Build An Online Business

Jef van de Graaf™ is your go-to expert for turning small business websites into lead-generating machines. Starting his journey as a freelance B2B copywriter in 2017, Jef has mastered the art of crafting compelling website content that drives clicks and conversions.

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