Scoring Potential Buyers over the Phone - Qualify Early for Contractors

Qualifying whether someone is going to buy or not early can save you of lot time, money, and effort. In this video, you'll learn how to develop a qualifying scorecard to determine if the prospect is worth pursuing or simply give them a price over the phone. Qualifying a buyer early also reduces the sales cycle and improves profitability.
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TLDR: Contractors should use a scorecard and specific questions to qualify potential buyers over the phone, in order to prioritize and effectively manage their resources and increase their chances of closing a deal.
1. 00:00 Start of contractor series for residential and commercial services, including pool industry, with a focus on content for contractors.
2. 00:48 Contractors need to weigh the cost and time investment of potential buyers over the phone, considering the opportunity cost as numbers increase.
2.1 The speaker discusses the importance of determining when to give pricing over the phone or do an in-home inspection based on the cost and time investment for contractors.
2.2 Opportunity cost is important to consider when spending time on potential buyers over the phone, especially as the numbers start getting bigger.
3. 02:43 Determine if potential buyers are worth visiting in person to increase chances of closing a deal, and create a scorecard if resources for inspections are limited.
3.1 Qualify potential buyers over the phone by determining if it's worth visiting them in person, as doing so can significantly increase the chances of closing a deal.
3.2 Create a scorecard to qualify potential buyers over the phone if you don't have the resources to send people out for inspections or assessments.
4. 04:31 Score potential buyers on a scale of 1 to 5 based on their previous experience with cleaning companies and prioritize recurring revenue by asking how frequently they need cleaning.
4.1 Qualify potential buyers over the phone by using an intake scorecard to determine if they are worth visiting or if pricing can be given over the phone.
4.2 Score potential buyers on a scale of 1 to 5 based on their previous experience with cleaning companies, with higher scores for those who have worked with a company before and lower scores for those who have only worked with individuals or have never worked with a cleaning company.
4.3 Ask potential buyers how frequently they need cleaning, prioritize recurring revenue, and give higher scores for more frequent cleaning schedules.
5. 06:48 Ask potential buyers about price sensitivity and their timeline to start to qualify them early over the phone.
5.1 Ask potential buyers about price sensitivity and their reaction to price ranges to determine their level of interest and score them accordingly.
5.2 Ask potential buyers when they plan to start, with a score of 5 for "as soon as possible", 3 for "next couple of weeks", and 1 for "haven't decided yet", to qualify them early over the phone.
6. 08:26 Score potential buyers over the phone by quantifying their interest and using gut instinct to determine their seriousness, with a higher score indicating a more promising lead.
6.1 The speaker discusses scoring potential buyers over the phone based on factors such as pets, house size, neighborhood, and number of children to determine the level of cleaning needed.
6.2 Score potential buyers over the phone by quantifying their interest and using gut instinct to determine their seriousness, with a higher score indicating a more promising lead.
7. 10:42 Score potential buyers over the phone by asking specific questions about their previous experience, frequency of service needed, urgency, and price sensitivity to qualify them early for contractors.
7.1 Training with a company that does assisted living, discussing the intake process and using the scoreboard method to qualify potential buyers over the phone.
7.2 Potential buyers can be scored over the phone by asking about their previous experience, frequency of service needed, urgency, and price sensitivity.
7.3 Score potential buyers over the phone by asking specific questions about the level of incapacitation, mobility issues, cleaning, laundry, maintenance, and food preparation to determine urgency.
8. 13:03 Rank and score potential buyers over the phone using a scorecard with nine questions, then use the data to determine pricing and improve marketing strategies, and train staff to ask qualifying questions and transfer calls for more effective interactions.
#scorecard #contractors #qualfiy

[@kiltedpiper98]

Good run down. Love the over the phone vs in person as the line.