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How to Qualify a Prospect up front

managing clients Sep 20, 2018

How to qualify a prospect up front before you start doing any work.

I was on a coaching call last week with one of my F8 Accelerator clients.

We were discussing the amount of time he was spending putting proposals together and then not always winning the jobs.

One of the things we discovered was that there just wasn't enough pre-qualification going on. If you don't pre-qualify a prospect upfront you are driving blind 

What is pre-qualification?

In its most basic form it's simply asking the client do they have a budget in mind?

In most cases, they won't tell you how much they've got.

But what you can say is look we're probably not going to be the cheapest quote you're gonna get. So what are you looking for you're looking for speed are you looking for quality or are you looking for the price because generally speaking, you can pick two of the three.

Now we tend to work at the higher end of the market think of us as more of your Mercedes-Benz than your Ford Falcon, so just let me know which of those two options fist better. We don't want to waste our time putting together a quote if you're not actually in the market to spend that kind of money.

So open up the discussion see if you can get them to give some indication of the cost that way you can get a ballpark figure up front and then you can decide if it's worth your while continuing with the quote or not.

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