Eric Deeran recommends a 5-10 minute triage call before sales meetings. Ask where prospects are at, what they do, confirm they fit your customer avatar, and give a pricing range upfront. If they still want to talk after that, they're qualified.
5–10 minutes.
So this is a really good question. Typically, what I do and what my team does is called a triage call. And so what we typically do is we have a quick 5, 10 minute call with the prospect. We basically ask where they're at, what kind of business they run. We want to make sure it's the correct avatar. And then we usually give them some sort of range of what our services range from. So we could say our services typically range from X to X. Just want to be transparent with you, make sure we're on the same page. Is this something where you want to continue the conversation? And if they say yes, we've now qualified them? We know we're not spending 45 minutes on a sales call with somebody who is going to waste our time, if that makes sense.
