The idea to put into practice.
A qualified enquiry has a real problem, service fit and a person who can move the decision forward. Gather outcome, timing, decision process and commercial expectations without interrogating the client.
Record facts and uncertainty separately. Do not invent a budget or close date to make a pipeline look complete. Unknowns should trigger useful questions.
The Leads preview demonstrates connected enquiries. A form submission or social message is not automatically a qualified deal.
A useful way to approach it
- Clarify the outcome.
- Check service fit.
- Identify decision maker and timing.
- Agree a discovery step.
Try it with fictional work.
Write a consultancy qualification note with two facts, two questions and a reason to accept or decline discovery.
Before you move on
- Problem understood
- Fit checked
- Decision process known
- Unknowns visible
Check your understanding.
Keep something useful.
Download the action sheet to reuse the exercise and checklist with your team.
Ready to move forward?
Try the exercise, check your understanding, then mark this lesson complete.
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