These clients are ready to hire you (and those ones aren’t)

I read something great today—it’s about the lead-qualifying process, from Blair Enns. I’ll paste it below, and let it speak for itself. Enjoy.

“Once your prospect has truly formed the intent to act, [they] will act quickly. The question of timeframe is an important one because those with a legitimate intent to act usually have a timeline to do so within six months. Behavioral psychologists know that intent to act outside of six months is no real intent at all. Without a timeline within this six-month window, there is usually no intent to buy. Hint: look for the triggering event to back up the timeline: a tradeshow, product launch, annual general meeting, or close of a budget year.”

Isn’t this so true? Tire-kickers get on calls, ask for quotes, try to have “brainstorm sessions,” or ask to grab a bite. But they don’t book us. On the other hand, when we encounter clients who have an immediate need, they’re all business. “How soon can you do this? What does it cost? When will we get the assets?”

The lesson? Try to draw out the intent to buy, and find out what that’s tied to. Anyone can say they’re interested. Not anyone can say they have a product launch coming up. 

To read Blair Enns’ full article, click here. 

If this blog was helpful for you, my free course on how to turn potential clients into paying clients using discovery calls will be even more helpful.