Methods to Pre-Qualify Your Leads
In this episode, I discuss how to pre-qualify your leads.
By listening to this episode you will learn effective methods to pre-qualify leads.
We’re live, we’re going to talk today about should you pre-qualify your leads, and what that really means? And also, how much should you be getting giving away for free in your business. So if you are a coach here, your consultants or your online service provider, this video is going to be useful to you. And I want you to go ahead and put in the comments, what are your concerns about giving away stuff for free?
Or also like, are you currently pre qualifying your leads. And just remember that when you invite to coach friends or consultant friends to this community, you’ll be entered to win my giveaway of a free Hot Seat coaching session live. So be sure to do that. We’re a welcoming community. We are open about what you’re going through in your business. What you want to achieve in your business, we’re here to support you. And let’s get into today’s video. So the question comes up a lot should I pre-qualify? My leads, right.
The Importance of Discovery Calls
And what that really means is when you are a high ticket coach or consultant. You have a discovery call business model where you get on a call with somebody, you see if they’re fit for your program. And then you offer them what whatever your coaching packages are. A lot of times, um, coaches have pre qualification forms. Sometimes they’re called applications. Sometimes they’re called, you know, a form a health assessment, if your health coach, whatever it is. And a lot of times coaches require people to fill that out before they book their call.
And my suggestion to you is that it’s nuanced. My answers can be nuanced, because if you’re a new coach, and you currently have zero calls, on average per week, and you really have never practiced discovery calls, you feel nervous on them, you don’t really feel that confident what you do, I would say get on the phone as much as you possibly can with as little barriers to entry as possible. Because you need the experience, you miss 100% of the shots you don’t take. And frequency is going to be important for you before refining and optimizing.
So in that, if that’s your situation, I would just suggest having a calendar booking link that makes it super easy for people to book a call with you. That requires their name, their email, their phone number, and you’re telling them how you’re going to reach them at the time of the call. And I’ve actually talked to, if you do want to pre-qualify, like let’s say you’re beyond that you’re like, I’m getting a lot of calls, and I don’t even have time to you know, chat with extremely cold leads, because I need to focus on the warmer leads.
Determining Your Client’s Level of Commitment
I had somebody who made the person who booked the call, call them at the time of the discovery call. Which showed a level of commitment from the person on the other end. Because, you know, they are taking the step to give them a call at the time and people who didn’t, they probably weren’t an ideal fit anyways. Because they didn’t care enough to contact the person at the time to the discovery call. So I went on a tangent, but I want to return back to if you’re new, just have a simple, easy way for people to book a call with you get the frequency and get the practice in. And then you can as you start to see, oh, wow, I know typically who’s a fit and who’s not.
And I feel confident on my discovery calls. I’m ready to step it up. Then you could shift into having a form or questions on your Calendly application, which is like a calendar booking site where you ask like what are your top struggles on? Are you, what which describes what you’re most interested in like group program, like course my private coaching, you’re not sure yet what you know what, like questions like that, that allow you to prepare for the call number one. And number two. See how serious this lead is, and if they’re actually looking for your services, or if this is an introductory call.
And that’s the thing, too, there’s two different kinds of calls I would think about in your business. One is an introductory call. Which might be like a networking call or something short where the person is brand new to you wants to hear what you’re about. Maybe not ready to buy. And then there’s the actual discovery call. Which is more like people who have a struggle, they’re looking to solve it, they might be interested in investing in it. And it would be a little more intense of a call a little longer rather than a short intro call. So that is if you are going to have a form, you’re gonna have pre qualifying questions.
Know How Your Clients Located You
And what I would suggest is that you always have the question how do people find you because that’s going to be your most valuable information that you can get. As far as knowing where your marketing efforts are worth your time. Because if everybody’s saying your Facebook group, or I found you on Google, or I found you by listening to this podcast, you definitely want to know that. Because one of the things I do with my clients is we focus on what is working, and let’s double down on it. Compared to giving you 12 million different projects, or things that may or may not work that you’ve never tried before, when we already have an indication that certain things are working.
And the other thing to think about, is to ask a question about investing or if they’re actually serious about a service. Okay, so the question that could pertain to pricing? Or are you looking to ambassador, what’s your budget? or whatever? could be something like, are you, you know, looking to comprehensively solve this problem and invest in it? Or have you ever invested in a coach? Or what, which of the following? Are you most interested in learning about on the call and give your options of services?
Okay. Because that, that kind of question gets a feel for, if this is a tire kicker, and just wants to, quote unquote, pick your brain. Or they’re actually potentially interested in a solution for their problem and investing in that. And the other thing is, a question about their goals or struggles would be a good one to have. So what’s the top number one urgent struggle you’re looking to solve with a coach. Or what’s the number one goal you’re looking to achieve over the next three to six months. Or whatever it is for you, that you need to know from the client, to see if you can help them with that goal.
And other than that. I mean, there’s way more questions you could put in. And I’ve seen so many different application forms. Some people asked about the personality type of the person, so they can get a feel for all this person’s like very direct, wants a short call. Or this person is visionary, and like, very visual, and they might need to see, like a slides presentation for the call, whatever it is, right? Um, so I’ve seen some of that. I’ve seen other questions. But to me, and I’ve seen people asking, like, are you currently working with a coach already. In which case, you might not be needed. Right?
So there’s a lot more, you know, specificity you can get with these forms. But to me, I’d say keep it to like six questions, Max, if you can. Maybe 10. If you’re really looking to like pre-qualify. And if you are new again, just keep it bare minimum, the simpler, the better. And now let’s talk about how much should you give away up front. The reason I’m bringing this up in this video about pre qualifying is because you can do so much pre qualifying just through your content. And how you show up. And the value you give to your audience and community before they come on a call that makes your calls and your sales conversions so much easier.
So what I mean by that is, when you are thinking about what to give away for free, I have a lot of people I hear from who say that they have scarcity mindset. And they’re afraid of giving away too much because then what’s the point of working with me. But I actually really believe in the opposite, I think that you should be as Alex or moso or MOSI or something says you have to be willing to do what others won’t, to be able to charge and get business that others can’t right.
So what I mean by that is, if you have a trial period, that’s a no brainer offer. Or you have a Facebook challenge that is so amazing and get some results upfront. Or you do hotseat coaching sessions for free to give them a taste of your coaching so that they can, you know, they’re like, I got to keep going with this, this is really helpful. These are the kinds of things that are going to help you grow your business in the beginning, especially if you’re doing organic marketing. And especially if you have a new audience of cold leads, and in your content, you can be doing so much pre qualifying as well.
Like you can be addressing objections in your content. You can be giving away for free, a live example of your coaching. You can be you know, working through excuses that your audience has with them on your Facebook likes and stuff like that. To to get them to a place where they see that what they’re doing isn’t working and that they want to explore some options and they want to take the next step with you. So don’t hold back when it comes to giving away things for free. If that means taking a workbook from your program, and using it as a lead magnet, do it. If that means um you know Some of the things we’ve already talked about, do it.
And I’m not saying now I will say that you need to have boundaries. So in other words. You need to be selective about what the differences between your paid programs and your free stuff, right. And you also need to make sure that you do not respond to, I want to pick your brain type of thing, right?
Because that is not super respectful, it’s like, to me, that phrase drives me nuts. Um, but so you can set boundaries. This call is going to be x amount of minutes. Or this freebie is going to end at this, and you can scale it back a little bit. But it still needs to get them regardless of what you choose to do. You need to get them some form of results. Especially because the world is so crowded now with online entrepreneurs, that you need to stand out by giving something. Giving, delivering something that makes it a no brainer for them to want to continue with you.
And, you know, I talked to people who give away in their freebie like a free course. Or a really low cost, tripwire. Which, if you’ve ever heard of that, basically what that is, is a very low cost course or mini thing that’s quick to get through. But that gives value and would lead to an upsell. So that works as well to give value up front. But that’s not free. So that’s a way to work around. Well, I don’t want to give this away for free, because it’s too good. But, you know, you want to get people in the door, right? So there’s a lot of ways around this.
But the question is, how can you surprise and delight your audience? How can you treat them like they’re a client before they’re actually a client in a way that still meets your boundaries. Meaning you’re not spending months and months working with them for free, or you’re not working, you know, on a commission basis, or whatever it is, like you’re setting your own boundaries and what that means for you. But surprise, and delight them, treat them like a client and give what other people aren’t willing to give. So that like, Oh, yeah, that would make sense for me to work with you. Because I’ve already seen results. And I’ve already,
you know, felt a part of this community. And that will naturally lead to the transition of a client. So what are your questions when it comes to this topic, I’d love to see it. And if you guys haven’t heard my podcast interview I did. All about what how much is too much when it comes to giving away things for free. I’ll put a link to that in the comments below. After this video is over. I did it on the big little business show that I was interviewed on. And it’s a that goes into way more detail about how much it goes away for free and stuff.
But other than that, I will talk to you guys soon. And if you speaking of free, if you do want a free strategy call with myself or my team, you can go ahead and comment, strategy call and we will connect with you. There is no requirement that you buy anything. It is to help you get some clarity about what might solve your problems. If we can help and that kind of thing. And I will talk to you guys soon. Thanks
Resources
- Complimentary Business Consult
- Health Coach Nation: Marketing, Business, & Mindset for Health Coaches
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