Summary:
The “Putting Your Business On The Map” podcast episode focuses on qualifying business development leads through five pivotal questions. The episode underscores the significance of not allocating time to unqualified leads and stresses the necessity of evaluating potential clients based on well-defined criteria. These criteria involve assessing the capacity to resolve the client’s issue, the alignment of the client’s problem with the organization’s values, the business’s interest in addressing the problem, reasonable pricing expectations, and the presence of a sense of urgency.
The podcast uses a story to highlight the need for qualifying leads to prevent expending time on prospective clients who are unserious or possess unrealistic expectations. Key terms such as sales funnel, qualified lead, hot lead, and cold lead are defined. It advises qualifying leads after they know that they have a problem, and have some understanding that the business might be the solution, but before investing time in tailoring a custom solution. The aim is to concentrate on clients who require assistance, are prepared to adjust their price expectations, and will value the consultant’s support.
Contents
- 0:00 Introduction
- 0:11 Story about Hyatt
- 3:18 Qualifying Leads
- 4:06 Sales Funnel, Qualified Lead, Hot Lead, Cold Lead
- 5:18 Overview
- 5:34 Where does a lead come from
- 6:24 When in the sales funnel do you want to qualify your leads
- 8:02 QGIS sponsorship
- 8:39 Question 1: Is this the type of problem we can solve?
- 9:25 Example 1: Good match
- 9:44 Example 2: Bad match
- 10:04 Question 2: Is this the type of problem we should solve?
- 10:47 Example 1: Good match
- 10:59 Example 2: Bad match
- 11:24 Question 3: Is this the type of problem we want to solve?
- 12:05 Example 1: Bad match
- 12:29 Example 2: Good match
- 13:08 First three questions are about you and your business
- 13:26 Question 4: Does the client have realistic price expectations?
- 14:17 How to figure out if there’s a mismatch in price expectations
- 15:57 What is a realistic price expectation and what is a mismatch?
- 16:15 Question 5: Does this potential client have a sense of urgency?
- 16:51 Why is a sense of urgency so important in a potential client?
- 17:46 Review the five questions
- 18:06 Story about replacing the Blake family air conditioning unit
- 19:48 Why is qualifying leads so important for a small business?
- 20:40 Job documentation/project documentation teaser
- 20:54 Patreon supporters
- 21:09 Reminders