Australian Business Coaching Club Newsletter - Are Your Customers Qualified?


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Are Your Customers Qualified?

When businesses start up, they are generally not too fussy about who their customers are. Anyone with money could be their customer. Or even if they donít have money, they can be therr customer.

And that may be fine for a start-up, but when you have a few runs on the board, you can afford to be more fussy. Start asking questions to see how qualified your prospects are.

Here are some key qualifications you should be looking for.

1. Is the person you are talking to the decision maker? If the answer is no, then you are relying on someone who canít make the decision, to make your sale for you to someone else. How successful do you think they will be?

2. Do they have the money to pay? If the answer is no, is there anyway they can get the money? If the answer is no, there will be no sale.

3. Are they ready to buy now? If there is some major impediment, spending a lot of time right now with the prospect is probably not very useful. Find some way to stay in contact with them until they are ready to buy.

What are some other questions that you can think of to determine whether the person who is enquiring is a potential customer? Have a list of these questions written out so that you can use them to discover whether your enquirers are just lookers.

Only spend your valuable time on those prospects that are fully qualified. While turning away someone who is not qualified may be a little scary at first, the time you save can be spent on finding those that are really qualified and keen to be your buyers.

All you need to do now is to Empower yourself and take action ...

Have a great week!

Dr Greg Chapman - The Business Brain Surgeon
PS: If you'd like help in to qualify your customers, Click Here.