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.
In order to determine which prospects disqualify, you first need to establish qualifications and guidelines. Ask yourself these questions before you get started.
- What problem(s) does my client have?
- Have I set fair and undeniable prices for the services and value I’m providing?
- What expectations will my client have of me?
- What “type” of help does my client want?
- 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.