Qualify those customers before all else, and as Yoda might have said, do it not and waste endless hours of your life! Improper qualification of potential customers can get you wasting precious time on someone with no potential ROI.
You will never make a sale if you are selling the wrong customer or even trying to sell the wrong person within the right customer. You have to work your way to the proper decision maker. Here are a few quick questions to ask yourself:
- Does this person have the authority to make the decision (you need to realize that title does not mean authority)?
- Do they have money?
- Do they have the desire?
If you can’t answer “Yes” to all of the above, you might want to think twice before investing a lot of time here.