How To Qualify Clients Before The Sales Call 📞

Jul 27 in Other

If you are any kind of coach/consultant you'll come across a problem when trying to close clients.

Either they:

Aren't serious
Don't show up
Don't know that it's paid
Don't know what the offer is - but they want to talk to you because you're strikingly handsome.

I struggle with this myself and i've been working towards a solution that i will share here.

To eliminate or at least mitigate this issue, try using forms for your prospects to fill out an "intake form" before being able to book a call with you.

An "intake form" is just a fancy way of saying qualifying questionnaire. It will have qualifying questions and everything you need to DM them, qualify them further, and have the information you need before you get on a call with them.

You will need 2 things: a calendar (with form functionality) AND a form software that will come before the calendar when you are speaking to prospects.

Calendly (free + paid) - You will absolutely need a Calendly account. You will have to upgrade to add more questions and have more flexibility. You will need this whether you have a separate intake form or not.

JotForm (free) - You can create your intake form here for free and get email notifications for new leads. (Downside: I don't like the design of the forms).

TypeForm (free + paid) - A great-looking form with a lot of customizability and automation features.

Recommended for beginners: Google Forms (free) - A classic solution that can pair with Google Sheets to capture your lead information.

If you chose to use Google Forms, here are some of the questions you would include.

In the description section of your form, you can add something as simple as:

“I need to learn more about your unique situation before I know I can help you with [your niche]. If I can help you, I will reach out to you with a few more questions.”

Here are some options for qualifying questions you can add to your form:

First name, email, phone number, and social media handle (all separate questions, the basics)

What do you do for work? (soft qualification, you can judge their income)
What is your motivation behind wanting X? (X = the result / service you offer them)
What is your current [state]? (where they are now in relation to your service)
For marketing services - [state] = current monthly revenueFor fitness coaching - [state] = fitness starting point
For performance coaching - [state] = revenue or mental state
What is your target [state]? (where they want to be through your service)
Where would you like to see exponential improvement? (multiple choice with different aspects of what you offer)
What are you struggling the most in that area? (relating to the question above)
How long have you been trying to get X results?
On a scale of 1-10 how serious are you about getting X results?
If we decide you are a fit — will you be ready to move forward on the call? Or do you need someone else's approval?

Bonus if you are getting qualified leads consistently - enter the price range of your services.
"Our services range from $1000-$5000. If we decide you are a fit for one of our packages - will you be ready to move forward on the call? ..."

Hope this helps. Comment down below what you think.👇

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