How to Zero In On High Probability Clients

When it comes to your business, time is your most valuable resource. The last thing you want to do is waste time on prospects that are not really interested in what you have to sell.

Say you have just gotten a fresh set of leads. How do you decide which ones are high probability? First, you have to contact them all and disqualify them.

I know that sounds harsh - but if you don't disqualify them you will be wasting time on people that are not interested in purchasing from your business.

Qualify, Schmalify

How do you disqualify them? First, when you make contact you ask them ask them some questions. Ask why they are interested in your products and services. How serious are they about making a purchase?

Getting answers to these important questions will help you decide who you want to work with and who you don't. Sometimes you may try to call a prospect and get a wrong number, or you may call and leave a few messages, or the phone just rings.

The wrong numbers you disqualify immediately - they were not interested enough to give the right number. The others you should call a couple of times and leave a message if you can. If they are interested, they will call back. If they don't, disqualify them.

If the phone just rings, call a couple of different times during the day; and if you don't get a response, disqualify them.

Here are a few things to keep in mind when considering who is a viable prospect and who isn't:

1. Only work with high probability prospects.
2. Prospecting is a disqualification process.
3. A no is just as good as a yes.
4. Don't waste your resources on low probability prospects.
5. End the conversation if the prospect is unwilling to make a commitment.
6. When in doubt, disqualify.
7. Go into each call with no expectation of a result.
8. True high-quality prospects will not allow themselves to be disqualified.

It won't hurt anyone's feelings to be disqualified. They may not really be interested anyway.

There are many websites where money or points are offered just for filling out a form. Most of the time, people that are filling out your form requesting more information are doing it to get points or other freebies.

Sometimes you are doing people a favor by disqualifying them.

The point is, don't waste your time. The time you spend giving a presentation to an unwilling prospect is time you could be spending talking to a lead that is ready, willing and able to make a purchase.

It is not a bad thing to disqualify low-probability leads. It may be disappointing to you to have to disqualify leads because you will disqualify most of the leads you buy.

It's best to remember that only about five will really pay attention to your information, and possibly only one will respond and become a customer.