Good qualification saves time. Key questions: does the business have a need, are you talking to the decision-maker and will the client accept the terms?
What it means in practice
Lead qualification is assessing whether a potential customer fits the offer and is worth your time: do they have a need, are you talking to the decision-maker, are the budget and timing realistic?
Why it matters for your business
Good qualification saves time and energy – instead of talking to everyone, you focus on customers most likely to decide. It’s also honest towards customers who might not benefit from the offer.
Examples and good practice
- Ask about current customer sources and growth plans.
- Establish who makes the decision.
- Check whether the terms (price, hosting) are acceptable.
- Record the qualification result in the system.
How to use it in a sales conversation
Key questions at Novi: does the business have a need (no or weak website), are you talking to the owner, and will the client accept the terms: PLN 1,995 net and hosting at PLN 125 a month.
