Ever been on a discovery call that felt like a ginormous waste of time? You know, when the vibe is just off, and it becomes very clear that this is NOT a good fit...
It's awkward, it's frustrating, and it's totally preventable.
Pre-qualifying your leads is the key to avoiding those dead-end calls.
And it's really not that much work.
So...why qualify leads before getting on a call?
- Save time. Why spend an hour of your life on a call when a few emails could tell you that it's just not the right match?
- Do better work. Focusing on clients with problems you can solve and doing projects that you genuinely want to work on improves the quality of your work.
- Close the deal. With some work upfront, you'll be better positioned to explain your understanding of the project and to meet the client's needs.
As for the "how to" ๐๐ป
Create a questionnaire for clients to fill out before the call. I've never done this, but I know it's helpful for other freelancers. I really think it depends on what kind of work you do.
This would be a great route for a freelance web designer. The client can provide their budget, ideal timeline, and overall project goals.
You can also pre-qualify them by doing your own research. Check out their website and online presence. Does their brand align with your values and style?
Pay attention during your initial exchange. When I first chat with a potential client, I usually ask that we exchange information via email. I'm very selfish with my time and energy, so this is pretty much a non-negotiable for me.
How do they communicate? Are they clear? Responsive? Professional? Casual? Do you get a good vibe from them?
If you do schedule a call, prepare questions to determine whether it's a good fit.
Find out about the ๐๐ป
What specifically do they need help with?
Are you the right person for the job?
Will they share their budget?
Are they willing to pay your rate? If not, are you willing to get less?
And one super important question to ask:
Have they worked with freelancers before?
SO many people have no clue what working with freelancers looks like.
Lastly, don't forget about yourself.
Do you have room for the work? Does the work align with your skills?
Remember, this is a two-way street. You're running a business.
You're working with them, not for them.
Investing a little extra time upfront can save you a lot of time, energy, and money. ๐ค
