Episode 514: #Tashmas Day 5: Lead or Lurker? You need Qualifying Questions!

Ever felt like your audience is full of lurkers—people who seem interested but never actually buy or book a call? In this episode of the Heart-Centred Business Podcast, I break down exactly how to tell if someone is just hanging out on the sidelines or if they’re a genuine lead. Spoiler: it’s all about using qualifying questions (and being a bit braver with your outreach).

And because this is day 5 of #Tashmas, I’ve got a special gift for you at the end of today’s episode!

Wait… What is #Tashmas?

I do it for both my birthday (1-12 March) and pre-Christmas (1-12 December) every year! Every day from now until my birthday on 12th March, there will be a new daily podcast episode, with a hot tip or practical strategy as per usual… but you ALSO get a gift! I love sharing the birthday vibes, and what better way to do that?! The daily gift could be a freebie, a special offer, a competition… but there will be something for YOU every single day.

Let’s dive in!

EPISODE 514: Listen using the player below, or click the links to your fave platform to subscribe and listen over there:

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Why Waiting for Leads Doesn’t Work

You might have heard me say, if you’re only waiting for people to come to you and announce, “I’m interested in working with you!”—you’re missing out on 80% (or more) of your leads. Most people don’t reach out—they’re waiting for a nudge. If your only leads are those who take the first step, you’re leaving money on the table. Proactive lead generation is key.

Having a big social media following or email list doesn’t automatically mean you have leads. In my world, a “lead” is someone you’ve had a one-to-one conversation with—DMs, email, phone, Zoom, even a real-life chat—who’s shown real interest in getting support. That’s different from “everyone on my list.” Qualified leads are those who have shown signs they want to move closer to working with you.

Stop Broadcasting, Start Asking

Over the past few years, I’ve run loads of workshops, bonus sessions, and programs about lead generation. Something I hear all the time is people complaining about “lurkers”—the ones who read all your emails or love your posts but never buy.

But here’s the thing: when we dig deeper, most of those “lurkers” are actually leads. For example, someone was frustrated about a person who commented on EVERY social media post but had never booked a call. When we looked at the comments, that “lurker” was obviously seeking help—the business owner had just never asked them directly if they wanted to take the next step.

Here’s what usually happens: you see engagement, but instead of reaching out directly, you post something to your whole audience and hope that person takes action. That’s like broadcasting, not connecting. It’s passive, and it rarely works.

The Corporate Valentine’s Day Story

Let’s go back to my days in the corporate world. A colleague of mine had a crush on a guy in the office. I kept telling her: “Why don’t you just ask him to take you out on Friday?” But instead, she’d try to drop hints or make announcements in group settings, like at a Valentine’s Day morning tea: “I’m still open to invitations, so tell your friends!”

She thought she was making it obvious. In reality, the guy thought she was talking to someone else! So I took matters into my own hands. I went up to him and said, “Hey, do you know Megan would love it if you asked her out?” He laughed and said, “I had no idea.”

Long story short—they ended up together. But they might never have if I hadn’t just asked the question. It’s the same with leads—you need to be direct, or you risk missing opportunities.

Overcoming Fear of Rejection

I get it: asking, “Would you like to work with me?” makes us vulnerable to rejection. But imagine if I told you: “Fifty rejections will guarantee you hundreds of thousands in sales over the next few years. Would you do it?” Of course you would. We’re not thinking logically when we avoid direct questions—we’re protecting ourselves from discomfort. The reality? Nothing terrible happens if someone isn’t ready or says “no.”

It’s about collecting evidence that rejection isn’t the end of the world. That’s how you build your rejection resilience, and ultimately, your business.

Are They a Lurker or a Lead? Practical Tips

Signing up for your freebie, commenting, opening your emails, being on your list but not buying—they’re not a “lurker,” they’re a potential lead. Let’s flip our thinking. Instead of getting frustrated with these people, see them as warm opportunities.

You have more potential leads than you realise. The real issue isn’t your content or your offers—it’s that you’re not actively qualifying those leads. That’s all within your control.

Whose Job Is It To Qualify?

It’s not your audience’s job to raise their hand and say, “I’m ready!” That’s your job. People engage with you for a reason—they’re interested in your content because it speaks to something they need. It’s up to you to engage back and move the conversation forward.

The Way You Respond Matters

Take a look at how you respond to comments. Are you keeping conversations going, or are you shutting them down? For example, if someone comments, “That was really useful, thanks!” and you reply, “Glad it helped!”—that’s a dead end.

Are you after comments for the algorithm, or are you actually trying to connect with potential clients? I’d rather have three meaningful comments from leads than 16 random ones. Think about your ultimate goal.

Qualifying Questions: The VIA Method

Instead of the usual back-and-forth, try this: Validate, Inform, Ask (VIA).

Let’s say someone says, “I have an engaged audience but no one’s booking calls.” Here’s how you’d reply:

• Validate: “That’s so common, it can feel really frustrating when your content is great but no one is taking the next step.”
• Inform: “One thing I find is that sometimes people are engaging but it’s not clear if they’re interested or just being friendly.”
• Ask: “Is that something you struggle with? Do you find it hard to tell who’s really interested?”

If you just say “Thanks so much!” and lob another question, it can start to feel like an interrogation. The VIA process allows you to progress the conversation and build real connection.

Broadcast Qualifying Questions

You can ask qualifying questions in your content, too! For example: “What’s your biggest challenge with getting qualified leads?” Only those who are struggling in that area will answer—so you’re automatically identifying potential leads.

The trick is to ask open, specific questions that draw out the most motivated people. Don’t just ask yes/no or leading questions like, “Wouldn’t it be great to get more clients?” Be direct and get real insight into what your audience is doing and struggling with.

Make It Specific

Let’s say you’re a mindset coach. Instead of asking, “What’s your biggest money block?”—which is way too broad—try: “When you want to consistently email your mailing list, what mindset blocks get in your way?” Or, “How do you typically sabotage yourself after an influx of income?” That second one will only be answered by the most self-aware (and, usually, most motivated) people in your audience.

If you’re a web developer helping people upgrade their websites, don’t just ask, “What annoys you most about your website?” Instead, try: “For those planning a website overhaul, what’s the biggest difference you want between your old site and the new one?” Or, “What’s hard about writing new copy for your website upgrade?” That way, you only hear from the people who are actually thinking about upgrading soon.

It’s better to ask narrower questions and get fewer—but higher quality—replies than go super broad and get generic answers.

Engagement Bait vs. True Qualifying

Let’s stop with the basic engagement bait, like “How do you have your tea?” or “Tomato sauce or BBQ sauce?” Those questions might get comments, but they don’t tell you anything about your lead pool or help you identify who’s ready to take action.

Don’t worry about perfection here. It’s okay to ask questions and not get replies—each attempt teaches you what works (and what doesn’t). If you get answers from the wrong folks, try a different angle next time.

Your Next Steps: Qualifying Is Everything

If you’re ever unsure if someone is a lead or a lurker, remember—it’s all about asking (and learning to ask better questions). The more you practice, the easier it gets.

Your Day 5 #Tashmas Gift!

To help you develop your sales skills and attract and convert more leads, join my self-paced program Skyrocket Sales. This practical training helps you to identify your sales gaps, and ensure you’ve got the key steps and skills nailed to make sales using consent-based strategies.   

If you join during #Tashmas you’ll be invited to a special LIVE bonus Lead Generation and Q&A call, PLUS you can join for just $44 AUD if you grab your coupon code from the Day 5 #Tashmas post on my page: facebook.com/tashcorbincoaching.   

Want to learn more about Skyrocket Sales first? tashcorbin.com/skyrocket

Until next time, I cannot WAIT to see you SHINE.