PCA Articles
Using Technology to Prequalify Customers
It can be frustrating to spend time on an estimate for a potential customer who will not provide any benefit for your company. In this webinar, Brad Bolinger explains simple ways to qualify your customers before going out on an estimate.
First, it is important to determine who your ideal client is. Develop a profile and decide the type of clients you want to work for. After this, you can implement systems to make sure you are focusing on clients that benefit your business the most.
Brad explains that qualifying customers is as simple as sending out a survey. You can embed a survey on your website, send it out via email or text it to potential clients who contact you.
In the survey, you should ask questions that determine the quality of the potential customer. Brad mentions survey resources like SurveyMonkey, Google Forms and more. The following information should be gathered.
- Contact Information: Ask for the prospects name, email address, physical address and phone number.
- Pre-Screening Information: Ask about the prospect’s budget, how much research they’ve done, how they heard about your company, etc.
- Project Information: Ask for the scope of the project, how decisions regarding color will be made and any concerns.
Once you have gathered information from the survey, you can determine if the project is a good fit. At that point, you can reach out to the prospect and determine the next steps.
Learn more about pre-qualifying customers by watching the full webinar, “Using Technology to Prequalify Customers.”
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