How to Prequalify Prospective Clients

I hope that mobile programmers are developing the technology for 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. 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 willingness (or financial ability) to hire you.

2. 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:

• How urgent is it that you resolve your issue? (If they aren't eager to address it right away, prepare yourself for a long sales cycle.)
• How many other professionals have you consulted? (Their answer could give you a sense of whether they are shopping around.)
• Have you worked with someone like me before? (If not, educate them on the costs and timing involved before you invest a lot of time in their situation.)

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).