Your time is the most valuable asset you have. If you are doing $5k/month or more in your agency, you cannot afford to take sales calls with people who don't have a budget.
The Principle: Upfront Contracts
An upfront contract is an agreement about what will happen during and after the interaction. By setting expectations early, you eliminate the "let me think about it" excuse and filter out the tire-kickers.
The 3 Qualification Questions
Before you ever hop on a Zoom call, you should ask these three questions in the DMs or via email:
- "Just so I can prepare for our call, what is the main problem you are hoping we can solve?"
Why it works:Forces them to articulate their pain point. If they can't, they don't have a strong reason to buy. - "If we can solve [Problem], what is the timeline you are looking to get this fixed?"
Why it works:Tests urgency. If they say "sometime next year," cancel the call and send them a lead magnet instead. - "Typically, our clients invest between $X and $Y to solve this. Are you in a position to allocate that kind of capital if you like what you see?"
Why it works: The ultimate filter. Do not be afraid to talk about money before the call. It saves everyone time.