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  • Don’t Be Afraid To Disqualify Prospective Clients

Operations

Don’t Be Afraid To Disqualify Prospective Clients

  • By Jamara Wilson
  • In Operations

Do you want to make every one who asks for your product or services a client? Do you say yes to every opportunity to deliver services? Is everyone and anyone your target customer? If the answer to that last question is “No”, then the answer to the first two questions should also be “No”. Having a clear understanding of and a belief in the client your services were designed to help, will put you in a position to not have to compromise as an entrepreneur.

Don’t be afraid to disqualify prospective clients. In the beginning of establishing a business, you are excited about any and all leads that come your way.  As an entrepreneur you probably have thought to yourself, “YES, I knew this would work!” While having hot leads fill your inbox and blowing up your phone, everyone isn’t a fit to what you are selling. The ability to control who is and who is not, falls on you. Ensure your clients that they are receiving exclusive service by not being afraid to tell some people “No”. Don’t just take business because you need it. Do you remember the phrase “if you don’t stand for something, you will fall for anything”? This applies in business as well.

“Establish your business’s culture and values in the beginning. Providing services to any and everyone at a price less than the cost you set for your services is a quick way to devalue your business.”

In order to determine which prospects disqualify, you first need to establish qualifications and guidelines.  Ask yourself these questions before you get started.

  1. What problem(s) does my client have?
  2. Have I set fair and undeniable prices for the services and value I’m providing?
  3. What expectations will my client have of me?
  4. What “type” of help does my client want?
  5. How do I want for my client to feel when utilizing my service or using my product?

The answers to these questions wilI help you establish qualifications that are measurable. I attended a Perry Marshall workshop a few months back and one of the most important things I took away from it was an entrepreneur’s ability to know when a client doesn’t qualify for a sale.  He listed and explained what John Paul Mendocha calls the 5 Power Sales Disqualifiers. Once you’ve established a guide that will determine if a potential client qualifies, take it a step further and determine if a sale can actually be made.

Tags:Perry MarshallProspectingsales
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Jamara Wilson
Jamara Wilson is a multifaceted and discerning businesswoman who operates in excellence in all she does and isn’t afraid to be the only one on a narrow road. She is the Owner of Tuxedo Impressions LLC and the Owner / Business Development Manager of Progressive Cleaning. She is recognized for her leadership abilities and passion for evolution. She supports and educates other business professionals in small business management, operational agility and vendor relationships through consultations, published articles and public speaking all while sipping a warm cup of tea. To learn more about Jamara visit www.JamaraWilson.com.

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