The right way to approach qualification calls 📱

Welcome back to The Agency CEO (by me, Jesse Gilmore at Niche in Control).

Every Thursday, I send you a quick 10-minute read on the tools, tactics, and systems that the top 1% of agency owners have used to scale their businesses to 7-figures and beyond.

This week, we’re talking about how to approach qualification calls.

Hint: there’s more to it than meets the eye.

Let’s dive in 👇

How do you structure qualification calls?

News flash! 🎇

You don’t want to waste time on unqualified leads. A thoughtful approach to sales qualification calls is a must. 

There are eight critical components of a qualification call:

1. Build rapport: Connect with the prospect on a human level to ease into the call.
   
   Why it’s important: Establish a personal connection to create a comfortable and trusting environment. This makes the prospect more open and willing to share valuable information.
   

2. Set expectations: Set clear expectations and demonstrate leadership to frame the conversation.
   
   Why it’s important: Clearly define the call's agenda to manage the prospect's expectations. They should understand the call's purpose and goals.
   

3. Analyze the situation: Ask questions to gain a comprehensive understanding of the prospect’s current situation.
   
   Why it’s important: Understand the prospect's current situation to tailor your solutions to their specific needs. This detailed insight helps identify relevant pain points and opportunities.
   

4. Uncover pain points: Identify the prospect’s pain points and their high-level desired solution.
   
   Why it’s important: Pinpoint pain points and desired outcomes to highlight the gaps your solution can fill. This step positions your offer as the best remedy for their challenges.
   

5. Gauge urgency: Determine the urgency of solving their problem and introduce your value proposition.
   
   Why it’s important: By introducing your value proposition to connect their urgent problems with the benefits you offer, you increase the likelihood of a timely decision.
   

6. State your value proposition: State your value proposition in a way that relates to their situation and bridges the gap between their current and desired states.
   
   Why it’s important: Clearly articulate your value proposition to show how your solution directly addresses their specific challenges and goals. This helps the prospect see the direct relevance and potential impact of your offering.
   

7. Lock in a strategy session: Move the prospect toward a deeper conversation to dive into specific strategies.
   
   Why it’s important: Schedule a follow-up session to maintain engagement and explore tailored strategies in detail. This solidifies their commitment and moves them closer to making a decision.
   

8. Explain the next steps: Set expectations for the next call and ensure all decision-makers are present.
   
   Why it’s important: Clearly outline the next steps and involve all decision-makers to prevent delays and miscommunication. This guarantees that everyone involved has the necessary information to move forward.

Squeeze every last bit of value out of every qualification call.

Whenever you're ready...

Book Your Qualification Call.

Want to see this in action and discover how it can help you scale your agency? Schedule a discovery call today and let's find out if you qualify.

Until next week! 👋 

Jesse & team.