When Do You Qualify a Prospect?
I wasn’t so sure about this strategy five years ago, but today I am firmly convinced it’s the right approach. In a world in which everyone claims to be so busy they can’t do lunch or spare you a 10-minute meeting, it is VITAL that you make sure your prospect is worth your time.
So here are a couple of examples of ways to do this, and I’d LOVE to hear your feedback as well.
- “If we can agree that my ideas and services would add value for you and your company, is there anything else standing in the way of us doing business together?
- “Before we go ahead and set a time to meet, I want to make sure this is worth your time as well as mine. If my solutions, pricing and schedule are right in line for your next project, are you in a position to award work to me?
So what do you think? When do YOU qualify a prospect? And How? Share with us via Comment below.
Blogger, author, consultant, coach and all around evangelist for the graphic arts industry, Kelly sold digital printing for 15 years so she understands the challenges, frustrations and pitfalls of building a successful sales practice. Her mission is to help printers of all sizes sell more stuff. Kelly's areas of focus include sales and marketing coaching, enabling clients to find engagement strategies that work for them and mentoring the next generation of sales superstars.
Kelly graduated from the University of Michigan with a degree in Political Science and, among other notable accomplishments, co-founded the Windy City Rollers, a professional women's roller derby league. She is also the mother of two sets of twins under the age of ten, so she fears nothing.