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How to Prequalify Prospective Clients

By David Ackert on September, 29 2016

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David Ackert

Somewhere, I hope that mobile programmers are developing an app that enables us to assess our prospective clients’ intentions. That way, we can simply scan our mobile devices across our prospects’ foreheads to instantly know how long they intend to think it over and whether they will eventually engage our services. In the meantime, if you find yourself relying too much on guesswork and follow-up calls, use these three prequalifiers to reduce the time you spend with the people who are “just browsing.”

1. Screen Your Prospects
Prepare a list of prequalifying questions that you can ask on a brief call with the prospect before you meet with them. Here are a few examples:

  • What is your timing on this issue? (If they aren’t eager to address it right away, prepare yourself for a long sales cycle.)
  • How many other firms are you interviewing? (Their answer will give you an insight into the beauty contest you may be entering.)
  • Have you worked with a firm like ours before? (If so, ask them why they are they switching. If not, educate them on the costs and timing involved before you invest a lot of time in their situation.)

2. Talk to Your Referral Source

Oftentimes our conversation with the referring party is limited to a query about how they know the prospect and a quick word of thanks for the referral. Next time, take the conversation further by asking them to give you their sense of the prospect’s issues and fee sensitivity.
3. Set Deadlines

If you decide to take the meeting and they conclude with “let me think it over,” schedule a date and time for a follow-up call so that you don’t put yourself in a situation where you have to chase them for their answer.

Use the comments section below to share additional methods you’ve developed for prequalifying your prospects (or if you know where I can download that app).

 

Authored by David Ackert

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