When you need to qualify someone
If you talk to ten people, you should close at least three or four of them. Otherwise, you probably think you’re not good if you struggle with closing.
But that’s not the reason. It’s just because you didn’t qualify the person.
For clarity, “qualifying a person” refers to assessing whether a potential customer or prospect has the interest, authority, and financial capacity to purchase a product or service. This process is crucial for NM professionals because it helps us focus our time and resources on leads that are more likely to result in positive action. Qualification criteria often include factors such as the prospect’s need for the product or service, their budget, their decision-making power, and the timeline for making a purchase decision. By qualifying a prospect, you can ensure that they are engaging with you or your business and that they are genuine potential customers or partners, thereby increasing the efficiency and effectiveness of the sponsorship process.
You don’t find better people. You do your people better. Always.
The harder you qualify, the easier the close.
The same is true in the reverse. If you don’t qualify, the close is almost impossible.
When you qualify someone, the close is very, very, very basic. Very simple.
You have two types of people. You have suspects, and you have prospects.
- A suspect is someone curious.
- A prospect is someone serious.
So when someone says, “Yes, I am open,” instead of being a link-sending specialist, you must say something along the lines of:
“That’s amazing, Steve. But before I send the information over to you, I want to make sure that we aren’t both wasting our time. So, real simply, why are you open to blank?” (or what got you interested to…)
For example:
“why are you open to making money online?”
Or: “
“What gets you interested in making money online?”
The blank must be robust.
Practical Examples:
“Sure, I do have a link to share, Maggie. And thank you for asking. 🤟😊 But before I send the information to you, I want to ensure that we aren’t wasting our time. So, simply, what got you interested in increasing your earnings?”
“Great! I’ll be happy to send it over. 🤟😊 But before I send the information, I want to ensure we aren’t wasting our time. So, in a few words, what got you interested in making money online?”
The suspects will not respond because they will find the question too complicated. So, it means they’re not real prospects.
Or they could get responses of this kind: “You know what? I’m not sure how long I will have my job.”
Or: “My wife’s just got made redundant.”
Or: “Oh, you know what? The interest rates are killing us at the moment.”
Briefly, people will open up to you when you’ve paid attention and built a relationship with them.
That’s why you need to build a relationship and trust.
Now, you can start understanding how these parts of the process in this lesson match up. It’s a proven method that helps you help others.
It’s like if you were a doctor. How can you help your patient if you don’t ask all you need to know about their problem or don’t listen to their answers?
Once they tell you everything you need to know to help them better, you can proceed and say:
“Steve, you sound like a perfect fit. Can you watch the video tonight? So I can introduce you to some friends of mine tomorrow.”
So, now you’re even getting permission to do a three-way chat or a three-way Zoom call with your sponsor, Fabrizio or Giuseppe.
Or:
“OK, glad to read that, Steve. You sound like a perfect fit. If I send you a link to register for free to see a short video introduction, would you watch it now? So, if you like what you see, I can introduce you to some friends of mine tomorrow.”
“OK, glad to read that, Steve. You sound like a perfect fit. If I send you a link to register for free to see a short video introduction, would you watch it now? So, if you like what you see, we can meet on a Zoom call tomorrow.”
When they say: “Yes, sure!” That’s when you send it to them. Not before.
“Great! Please register here, and please let me know once you’ve watched the video you’ll find on the thank you page, ok?: (LINK TO YOUR FAVORITE LANDING PAGE)”
NOW YOU UNDERSTAND All you have to do is ask one question. And you will see dramatic changes in your conversions.
It will happen for sure because you have started to qualify people.
Remember you want to “book a meeting from a meeting.” It’s called BAMFAM. Whether they join you or not, every meeting must end by scheduling the next meeting.
It’s not a numbers game. It’s only a numbers game if you play the game right.
