I don't know about you, but our phones and emails are starting to get busy with enquiries. I've learned over the years that it's all too easy to answer the phone, arrange a consultation and then spend a couple of hours with a prospective client only to find that they're not a good match for our business. That's OK, but it means I've wasted travelling time, fuel and possibly family time too, just so that somebody can pick my brains for free.
These days I have a system for qualifying a lead before I commit to a site visit. I want to be at least 60% confident that I can convert the lead into a sale before I down tools and invest the time in meeting a client.
This blog reveals what my top 5 qualifying questions are, and also links through to a downloadable enquiry form that you could adapt for use in your own business.
What are your qualifying questions and how much time do you think they save you over the course of a year?
Comments