Matt Ryder explains what makes a prospect actually qualified in sales. He breaks down common misconceptions salespeople have and shares practical advice for identifying who's worth your time.
Hey guys, what's up? Matt here. And today we have another YouTube video for you. And we're going to answer the age old question that man has been pontificating for millennia. We are going to answer, what is a qualified prospect? Now this may shake someone to the core, okay? If you're out there and you're not a great sales guy, this is going to hurt your feelings. I'm not going to lie, and dare I say, you may even be triggered. But sit back, it's all right. Take a chill pill. I don't care. All right, cue the intro. All right, people, let's go ahead and get stuck into it. What is a qualified prospect? What is a qualified prospect? So my definition of a qualified prospect is anyone that can massively benefit from the program, okay? This means that anyone who can get the outcome that they want by applying the knowledge that they're taught or using the product or service, okay. Is a qualified prospect that should be offered the opportunity to join said program, said service, or buy said product. So not having money is a temporary logistical issue. Not having the time is a temporary logistical problem. And all these things can be overcome, okay? So not offering people because the person doesn't have the money or you don't think they're financially qualified is a bullshit move for shitty salespeople, okay? Like, there's a lot of reasons. Because it's a crappy metric at best. That's me being polite.
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And if you disagree, comment down below. We'll have you on the podcast and we'll have a nice little chat about it.
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So I had a guy, he was selling for us for a very short period of time and he came from the whole offers made thing. And I was told I, I'm closing at 40% on this offer. And I was like, that's pretty good. It's a straight to sale biz op offer, right? For three grand. There's no triage. So like for the realm that he was in, 40% was pretty acceptable. Definitely had room for improvement, but it's pretty good.
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Then I had a look and I saw that it was 40% of offers made. LOL. That's adorable.
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Then I actually went and looked at the, at the actual data. I listened to the calls and anyone who gave any resistance at all, people were being no offered at minute 44.
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If you're gonna know offer someone, it's in the first five minutes. I'll give you the red hot tip.
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So like I listened to the calls and anyone who gave resistance Was not offered. The amount of ego that has to go into that is crazy. And it's probably for another video. But, like, how are we supposed to get any real feedback to the marketing team? How are we supposed to actually make any, like, data driven decisions about the efficacy of that marketing and sales front end of that business if, like, anyone who gives us any resistance is just like, no, no, they weren't qualified.
Qualified man.
No, they weren't qualified. Why weren't they qualified? Because they didn't have any money. Well, who gives a. Like, go find some. Like, that's not. It's not a reason.
Right?
Makes my head explode. I get a bit angry about this one. If 10% of people are always gonna buy and 10% of people are never gonna buy, there's 80% of people in the middle there. And anyone, like, and like, you know, 90% of that 80% can massively benefit from the program. So they should be offered the opportunity. Like, you just do not know the situations that people are in. You do not know they have a trust fund. The amount of people that I have, like, had a gut feeling. They've had absolutely no money. None whatsoever. Everything that they've been saying throughout the entire call is like, I got no cash. And at the end of it, they pay in full. Is mind boggling, right? Because they have like, oh, yeah, I was left like 300 grand for my grandma. I'll just do that. But, like, all the questions that we're asking might be about monthly income. It's very rare that you ask someone how much they have in savings, right? Think about, think. Go back to your sales calls and think how many times have I said, oh, how much, like, reserve do you have? Or do you have equity in your house or do you have an extra car?
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Like, they're, you know, like, there's a lot of ways that people can make money. And that's what true salesmanship is all about. Like, if we're. If we're happy with the products and services that we're selling, like, give people a chance to actually utilize them. Stop letting your ego get in the way of you. 1. Making more money doing things that put themselves in a position to be able to make the most amount of money possible. All right, guys, I hope that that was helpful for you. Let me know down below your thoughts. I'd love to hear it. Don't forget to, like, subscribe. Smash the notification bell and slap, like now.
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And I hope to see you on the next video.
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