Pre-qualification is the step between identifying your prospective customers and offering them your products. You have identified likely customers, now is the time to step into their shoes.
Answer these questions from your customer’s perspective.
- Why do they have a need for what you are offering?
- What is the best way to approach them?
- Are they willing to pay what you want to charge?
- Why are they willing to pay this – what is the value of your offering?
- What differentiates you from everyone else out there?
- Can you qualify AND quantify this?
These are not the only questions you should be asking! By now you should now be building a clear picture of what you should be saying to prospects and what information you should be presenting to them.
Please contact us if you need help in assembling your pre-qualification criteria before approaching your prospects.