Fewer meetings.
Better ones.
Know in two questions whether a prospect is worth your time.
Two questions. That's all it takes to know if a prospect is worth a meeting.
More meetings is not the goal. Ten calls with the wrong people is a busy week with nothing to show.
- Do they own this problem? If they can't feel the pain and can't decide to fix it, you're educating, not selling.
- Can they act if they say yes? Budget, authority, timing. A perfect fit who can't move for a year isn't a deal yet.
When the answer is no, say so kindly and move on. You gave them respect, and gave yourself back an hour.
Get the complete Lead Qualifier scorecard
- Interactive 6-question scorecard with a verdict
- The red flags that mean stop
- Two templates for saying no kindly
The Lead Qualifier scorecard
Answer for one prospect at a time. Be honest; the scorecard only helps if you are.
Red flags that mean “stop”
- “Send me something and I'll look at it” with no follow-up questions
- They want to “pick your brain” but won't describe their own situation
- The decision-maker is “someone else” and they won't introduce you
- Every answer is about price before they've understood the outcome
- A perfect fit on paper, but nothing has to change for them this year
What to say when it's a no
Thanks for being open with me, [Name]. From what you've shared, I don't think we're the right fit right now, and I'd rather tell you that than waste your time. If [their situation] changes, I'd be glad to talk again.
Sounds like the timing isn't right yet. Mind if I check back in [month]? In the meantime, here's [something useful] that might help with [their problem].
Rather we did this for you?
Everything in this guide is what our team does for clients every day. If you'd rather spend your time in the meetings, let's talk.