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Prequalifying your leads can help you determine if you and the lead are a good match. Will they pay your dues? Are you looking for the specific type of job you are offering?
You don’t want to waste your time on people who are not a good match for you, and pre-qualifying can help you determine if the prospect will be a great customer.
How to qualify a lead
As a business owner, your time and money are extremely valuable. Don’t waste it on people who don’t agree with what you offer. Sometimes business owners aren’t sure how to prequalify, or they have no business limits, or they don’t take their time seriously. We want to stop wasting time on leads that you don’t make money from.
If this is uncomfortable for you, I have a newsflash for you – companies are there to make money. That is the purpose of a company to bring in new money. Without money, you have no business. First, we want to use our time efficiently by pre-qualifying leads because time is money.
Make money solving problems for people
God brought me to this earth to solve problems for a certain group of people. These special people are the ones I need to speak to who are good pointers. And the next thing you want to do is stop wasting all of your time. Your time is precious and if you are to make money in your business you must treat your time as your number one priority.
Networking isn’t always your best lead generation
I don’t participate in coffee chats or long business networking groups. Why? Because I value my time – I’m not here to chat for 90 damn minutes. I’m here to see if I can make some money or not. If not, I’ll go ahead and talk to the right people.
I work with trainers and course creators. So if you are trying to sell a product or through direct sales, you are not a good fit. During the pre-qualification process, ask specific questions such as: B. the industry of the lead, which services he offers or which products he sells.
Refer off when a line does not fit well
If the answer is no, I’ll refer you elsewhere or point to a book or tag it on a video and move on to the next. Let’s chat, let’s talk, and set up this setup so you can showcase the offer. If the pre-qualification process tells you they’re not a good lead, refer them elsewhere or recommend a book. Simple things that you can do to keep them feeling served and helped.
Second, you want to find out whether or not they can pay you. Law? An example of this would be, for example, that I would work with coaches and course creators by asking if they have been in the business full-time and how long have they been in business. What are your financial goals for your business? I can ask various qualifying questions to see if these people would have the means to pay me. These questions usually give me enough information to know whether or not they have a means of payment.
Experience with sales and pre-qualifying leads
There is part of the turnover that comes with having experience, putting yourself in the situation and learning from that experience. Once you have experience, you will get a little intuition about sales and how to qualify leads.
However, be careful not to put too much emphasis on counting people’s pockets. People can discount pre-qualifying leads very quickly if they don’t know what funding people can access for their business.