There are lots of "instructions" on how best to qualify your prospects. They all probably have some merit. But a really basic definition of a well-qualified prospect is this:

"Those who can benefit most by doing business with you and are prepared to move forward in a timely manner."

Your best prospects:

1.       Find value in your proposal — they understand that you can provide benefits and produce results that your competitors cannot.

2.       Have budgeted for the type of service they need and expect.

3.       Make an organized effort to arrive at a buying decision within a specific time frame.

Defining your best prospects is okay as far as it goes, but identifying them is quite another matter. A good place to start looking is among your current customers. They meet each of the criteria listed above and, if you've done a good job of maintaining your relationship with them, should be among your biggest fans. More on that in my next post.

Happy selling!

Pat Hassett

P.S. Tell your friends.