Qualification Call Processs Flashcards
Qualifying the customer is about making sure of 5 key points
- They can afford to work with you
- They can afford to put your advice into practice
- You can help them get incredible results
- You want to work with them/like them
- They refer
What is wrong about offering a “15-mins FREE call”
Offering a “free call” from the side of the seller is like offering a “leak free bottle.”
As the buyer, I fully expect the call to be free, just as I expect the bottle to hold water with no leaks.
What should be the main objective of a Cold Call?
Cold calls aren’t a game of offering X products to Y people and seeing who buys.
Cold calls and messages are about finding who the right person is and getting on a call with them.
Notice how the message also doesn’t ask for anything – it offers something.
What to do if someone has given me an answer which I don’t find satisfactory?
I’ll stay quiet. Eventually their awkwardness will overpower them and they’ll want to tell me the truth, or get closer to the truth.
What are the TWO main objectives when asking for a budget?
- understand if they have a number and share with you as a sign of trust
- stop dealing with time wasters, tyre kickers and price comparisons.
What is a deep dive Auditing Call?
If client is serious in their interest, it is a 1-hour to 2-hour call where I will audit in detail their current situation and design a detailed way out plan.
It is a CHARGEABLE call, with price that can be discounted on the final product.
Else, they keep the full report and do the implementation themselves (DYI)
How to run a PAID discovery / deep dive call?
you want to spend time asking the right questions and STILL not answering customer questions – at least not yet.
We’ll also use this as an opportunity to sell them the larger project AND get them to write the proposal.
What is the #1 thing that people want to be?
The #1 thing people want is to be in control
What are the 2 key components to a successful pitch/negotiation?
- Know what you want
- Make sure the other side knows what you want
What are the 2 main objectives of a Free Discovery Call?
- Get a budget
- Make the client clear on exactly what they want
