If you are selling higher-ticket offers ($1k+), and are doing so over the phone, it’s super important to implement qualification into your process. Whether you’re selling organically or to cold traffic via paid advertising or some other form of outreach, qualifying your prospects before you jump on the phone will save you time and frustration (for both you and your prospect).

Qualifying is essentially asking your prospect to open up and share a bit about who they are, where they are stuck (pain points), and where they are looking to go (desires). This allows you to know if they are a good fit before you get on the phone.

There’s also a bonus to qualifying—you are able to get ongoing data to help refine and optimize your offer. In the questionnaire they will tell you their pain points, their desires, and their unique situation. Keep track of these and use any trends you see as an opportunity to refine!

Qualification is the final step before the sale. It comes after your Aligned Story. If done right, your story should move the most aligned prospects through your series of belief shifts and into the realization that your solution is ideal for them. Their next step is to fill out a simple application, which allows you to ensure they are a good fit—from there you can invite them into your solution.

You can ask the following questions via email or message, however at some point you’ll need to systematize this process by using a form/questionaire platform like Google Forms or Typeform. We prefer Google Forms because it’s free and easy to use. 

Here’s a template you can use: https://docs.google.com/document/d/1WFRQBOJa6PIQE2p4_Sh3rsKhxlMAbaz4K9vh5ZXiWH8/edit?usp=sharing

We suggest setting this up as questions in a Google Form, which is free and easy to use. 

You will want to be alerted when someone submits your form, but unfortunately Google Forms doesn’t provide this feature. So what we do is use Zapier to create a trigger that fires when someone submits the form. You can then set that trigger to send you an email, SMS, etc.

It’s important to be quick-responding to your interested prospects. Try to get back to them within 24 hours. If they’re not qualified, be honest and tell them you are not serving clients at this stage, but you’ll let them know when you are. If they are qualified, move on to the next lesson to learn our “magic” followup sequence.