You’re never going to be a high-performing closer if you don’t pre-qualify who gets to book calls in your calendar.

Today, I’ll share how we pre-qualify leads before I hop on a call with them.

You’ve got a limited number of hours in the day to take calls, so you don’t want to waste it on people who probably aren’t the right fit for what you offer.

Being picky about who you talk to not only leads to more enjoyable conversations but also more sales. 

Unfortunately, tons of people just jump on calls with anyone, fearing they'll miss out on opportunities.

Hearing "no" repeatedly is a real downer. It not only crushes morale but also damages your chances of closing the right prospects when they come along. Plus, it's a massive time suck. Time is our most precious resource, and we want to guard it like our lives depend on it.

But fear not! Over the next few minutes, I’m going to explain how you can pre-qualify prospects so you’re predominately chatting with people who genuinely want your help, can afford it, and have a problem you can actually solve.

Here’s what we say in our form: 

Set Expectations:

First off, let them know why you're after the info and how long it'll take, so they bother filling out the form.

The last thing you want is to scare off good-fitting prospects who don’t get why you need the info or think it’ll take ages to complete.

1: First things first, what’s your name?

You want to know what they’re called so you can address them by their name throughout this form and any future comms you have with them. 

Super simple, but the personalisation makes you look professional and helps build a bit of rapport on autopilot. 

2: Thanks [Name]. What’s your company’s name?

Knowing their company name lets you check out their online presence so you can further assess the fit and show that you’ve done a bit of homework when you jump on the call. 

Nothing kills rapport at the start of the call more than if a prospect asks if you know what they do and you have no idea. 

3: Finally, let us know your mobile number.

People don’t always turn up to these Zoom meetings. About 20% in my case. Getting their phone number means you can drop a message or ring them to check what’s up if they don’t show up.

4: What is the best email to reach you on?

Email is the most widely accepted mode of communication in business. Having their email address ensures you can share information ahead of the call like case studies, agendas, reminders, and follow-ups seamlessly.

5: Does [Brand Name] have a website? If so, please share the link with us.

We help eCommerce brands grow online. If a company doesn’t have a half-decent website we can’t help them. 

Reviewing their online presence allows you to gain insights into what they sell, their social media game and whether and if teaming up is likely to make sense.

Now we’ve got their basic information, we dive into their business metrics.

6: What’s your monthly revenue?

Sales revenue is the real important. It gives you their size and tells me whether our services are likely to be a good match.

If they're making less than £10K a month, working with us probably isn’t their best bet—unless they’re up for a heavy investment and running at a loss to get off the ground. 

Often, I’d rather not chat with these brands, as I don’t want to waste either of their time and/or their money. 

7: What is your TARGET monthly revenue in the next 6 months?

Knowing their growth goals gives you a peek into the gap between where they are and where they want to be. Sales is all about bridging that gap with your solution, so it’s super helpful information.

It also reveals what kind of business owner they are. Are they a realistic business owner looking for consistent growth or are they just delusional?

8: Briefly describe the biggest obstacle holding [Brand Name] back from hitting your target monthly revenue.

People buy solutions to their problems. If you can get an idea of what they’re struggling with before you even jump on the call, you’re laughing. 

I use the answer to this question to kick off my discovery call questions and it works a treat every single time. Here’s what I tend to say: 

9: Our services start from £1,000 a month. After sharing a game plan suited to your needs - will you be in a position to invest in your business?

Laying out the minimum entry requirements before any call is a key part of this qualifying process. 

You want to avoid any misunderstandings and ensure that both parties are on the same page regarding cost. 

It amazes me how many people jump on these calls, with no product-market fit and think we will work for free on a performance basis. 

This one’s multiple choice—if they're broke, we say it’s not a good fit to avoid wasting anyone's time, If they say maybe, it’s neutral and when they are warm and say “Yes,” I know we’re onto something good.

10: Please share with us the biggest reason you reached out.

Understanding the prospect's motivation provides valuable insights. People include all sorts of information in this one ranging from the platform they want help with, to the fact that they were referred to us by someone or even that they are desperate for help now. 

Any extra context helps me prepare for the call.

Summary

In a nutshell, asking these questions and weeding out people based on their answers means you’re filtering out time-wasters and only chatting with potential clients who probably need/want your help and can pay for it. 

Being selective with who you speak with, means way more enjoyable (and productive) sales conversations with the added benefit of boosting your self-worth as a salesperson.