Nate Tilley walks through qualifying prospects by diagnosing their problems, confirming fit, and prescribing a solution before asking for the sale. He stresses ethical qualification and persistent follow-up until you get a clear yes or no.
Hey guys. This week on hey Sabri, I'm going to be answering Colin Murethy's question. He has said, hey Sabri, how do you know what deals to pursue and what deals won't work? Because in order to be persistent you need to be, you need to believe that you can help them. So how do you qualify your prospects? I don't know what situation that you're in, Colin. I don't know if you're cold calling people or if you've got leads coming in. But essentially like the first way that I look at dealing with it is you're speaking to a prospect, however that came to be, you're speaking to them and you're first going to be qualifying and seeing whether or not you have the best solution to help them solve the problem, right? Because we're not about selling people things that aren't going to help them and aren't going to help them get to where it is that they want to go. And it's just in our own self serving interest that we want to sell some people some shit that's never ever going to work, right? So the first thing that you need to do is obviously do that qualifying and seeing like whether or not what you have is going to help this person. And then once it is like you want to do like, and the way that you do that, sorry, is you do a diagnosis, you find out of all the problems that they're experiencing, what is it they've tried, where is it that they're trying to go? And then after you've done the diagnosis is then if it is a fit for you is when you want to do the prescription, right? And then once you've done that and you said, yeah, look I can help you with XYZ and you've given them a proposal or you've had that spoked and asked for the sale, then once they are qualified and they go into that bucket of yeah, this is a qualified prospect, then we will follow up forever, you heard, right? Forever, right? Until we get a yes or a no. Like if someone says no, typically we're not going to keep following them up or what we're going to do is we're going to check in on them every three months. But what we won't do is we're not ever going to be satisfied with somebody just trying to put us on the shelf and come back to us at another time, right? Like we're never ever going to stay in like the death shallows of the maybe zone or let me think about it and let me come back to you. And then they just expect you to stop following up. So once you qualified them, you sent out a prop or you've spoken about them, sign up as a client, then we will just keep persisting forever until we get an answer. We need to move people to a decision, either yes or no. You know, we're grown men and women. We can take a no is as easy as we can take a yes. But we need to have a no or yes. And we'll keep following up. And we're going to let the prospect know that we're going to keep following up forever until we do get to a decision. I hope that helps. Hey guys, if you enjoyed this video, make sure that you click the like button and subscribe. We're dropping a video on YouTube every other day and if you've got any questions about any of the content that I covered in this video, just basically leave a comment with heysubri and in the comments section. And every week we're also trying to go through all those questions and get them answered. So go ahead, click subscribe, and we'll see you in the next video.
