A91 - How do you determine a quality prospect? - a podcast by Jason Resnick

Before someone reaches out to you to potentially work with them, they’ve made 70% of the decision. That’s what all that education and being visible is about.

After they reach out, that’s where more specifics about budget, timeline, goals, what sort of business they are, what they sell, who they are as people, and a number of other factors that can determine whether or not I’m a fit for their project.

I point every single prospect to a Project Brief.

The Project Brief does a few things for me.

1. Shows me that they’ve thought a bit about the project.


2. Prospect doesn’t mind using electronic means for communication.


3. Get the basics out of the way.


4. Makes sure that I’m talking with the decision maker.


5. It gets their project down in writing in their own words.

This allows for the sales call to be as productive as possible.

By specializing, learning who I serve, the common questions leads would ask, the aspects of what my business can provide for successful projects, and understanding the problems I help people solve, the educational content and Project Brief has been the point of entry for my services to not just help me determine the quality of a prospect, but also help the prospect the quality of me for them.
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