This is More Important Than Qualifying Prospects…
I work with an attorney who attracts prospects with webinars and converts them to clients with complimentary consultations. Good strategy.
But there’s one problem: Her calendar is filled with tire-kickers who ask her for piles of free advice, discounted services, and other profit-crushing gifts.
The solution: Weed out the tire-kickers before they book a consultation.
Marketers talk often about “qualifying prospects.” Important, yes.
But more important? Disqualifying suspects.
The attorney now requires prospects to complete a survey to book a consultation.
The survey includes disqualifying questions, such as whether the prospect is prepared to invest at least “$n” for her services.
Most suspects will quit the survey when they see the disqualifying questions.
If a suspect slips through and books an appointment, the attorney can reach out before the scheduled date, say she’s not a great fit, and suggest alternatives that better fit the suspect’s needs.
No more time-sucking, profit-crushing meetings with tire-kicking, freebie-seeking suspects.
Do you have ways to disqualify suspects? Reply and let me know how you do it.
Don't go away yet..
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