Have you ever had that awkward moment when you get on a sales call with a potential client only to realize that it’s not going to go anywhere? Whether the person you’re talking to doesn’t value or understand the work you do, aren’t at a stage where they’re ready to work with you, or are just shopping for price, navigating a sales call with an unqualified lead is no fun for anyone.
In the early days of my business, this used to happen all the time. I’d get so excited when someone booked a sales call with me, only to be so disappointed when I got on the call and realized that the person I was talking to wasn’t a good fit.
Over the years, I’ve figured out how to avoid this by making sure my leads are PRE-qualified so that I’m only getting on calls with people who have a genuine interest in working with me, and are willing to pay for it. But you don’t have to learn the hard way like I did, because in this video I’m sharing my best tips for pre-qualifying your leads BEFORE you get on a sales call with them.
Ask pre-qualifying questions BEFORE getting on a sales call.
I have found that the most important step in pre-qualifying your leads is to ask them a series of questions that help you determine whether or not they could be a good fit to work with you. This way you have an idea of whether someone could be a good fit BEFORE getting on a call with them. A really effective way to do this is through an application or inquiry form that your lead has to fill out before booking a call. This will help you to get an idea of what their needs are, why they’re interested in working with you, and whether or not you’ll be able to help them.
Side note: Asking pre-qualifying questions also gives you an added benefit of knowing what your prospective client is looking for ahead of time. This will give you really good information that you can use to tailor your sales conversation to the clients needs and desires. Get ready to see your conversion rates go through the roof!
Share pricing info ahead of time.
Another thing that can help you pre-qualify your leads, is indicating your pricing somewhere in this process BEFORE you get on a call. There are many different ways you could do this. For example, you could make your pricing information available on your sales page, or in the inquiry form itself. You can also include all of the pricing info up front, or give a price range or “starting at” point.
I like to do this by asking a question about the client’s budget in myclient application, and also indicating my minimum fee for working with me. This way, we have a chance to have a conversation about pricing on the call, but that starting point is established beforehand.
Another way to do this is by having them check a box saying that, yes they understand that working with you is an investment, and they have a genuine interest in working with you in a paid capacity. This will help you to weed out anyone who’s just looking for free coaching or a free strategy call, who is not really going to be ready to invest with you.
There’s really no right or wrong way to do this, it just depends on what makes the most sense for your business. But preparing your potential client for a pricing conversation crucial to setting expectations and avoiding sticker shock.
Pre-qualifying your potential clients both for both fit and budget will help you avoid a lot of wasted time on sales calls with people who are never going to become clients. (Or worse, they do end up working with you, but not valuing your work and being really difficult clients.) It’s a waste of time for everyone involved.
Know your criteria for a qualified lead.
This may go without saying, but before setting up an application process for pre-qualifying your leads, you have to start by knowing what makes someone a qualified lead for you! Do you know your criteria for a qualified lead? What questions would tell you if someone is a qualified lead or not? If you’re not certain what a qualified lead looks like in your business, the best place to start is by choosing your niche. This will help you narrow down exactly who you help and how you help them so you can make sure you’re attracting the right people, and only getting on calls with those that are genuinely a good fit to work with you. Need help narrowing down your niche?
Be sure to check my video on this topic where I talk about how choosing a niche will help you attract more clients, and how you can choose the right niche for your business.
If you’d like support as you develop a system to attract and convert QUALIFIED leads into your business on a consistent basis you can check out MY client application, and we can jump on a call to chat about working together. Just go to ellirunkles.com/apply to get started.