Referrals: Get More Client by Asking "Disqualifying Questions"

Guest post by: Dan Janal
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10 Reasons People Aren’t Retweeting Your Tweets - By Dan Janal

What would happen if you ran an ad on Google and everyone clicked on it?

Would you be thrilled that so many people wanted to know about your service?

Or would be shocked at the size of the bill and your inability to handle so many requests for information so quickly?

Maybe both.

That’s why you need to ask “disqualifying questions” when you do any form of marketing. If you don’t, you’ll find that you have a lot of unqualified prospects and more people than you can handle. And you won’t be able to give the proper attention you need to the prospects who are truly interested in your service and qualified to buy.

I see coaches and consultants do this all the time. They offer a free session or a free consultation to their mailing list or ezine subscribers. Then they get flooded with requests from people who really aren’t qualified prospects. These people either don’t have the money to buy the product or they are not the right “fit” for the consultant.

What can you do to avoid spending time with unqualified prospects?

1. Ask for business data such as gross income for the past year and projections for this year. If they don’t match your idea of an ideal client, move on.

2. Ask what they greatest problem is. If you can’t help, it won’t be a good fit. Refer them to someone else if you can.

3. Ask what outcome they’d like to see. If it’s a good match with your skills, move forward.

If you follow these steps, you might find that you get more qualified prospects and that you are getting more clients!

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10 Reasons People Aren’t Retweeting Your Tweets - By Dan Janal

About the Author: Dan Janal

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Dan Janal, author of "Reporters Are Looking for YOU!" is one of the Founding Fathers of Internet Marketing and Publicity. Many internet marketers credit Dan with helping them build their businesses. A sought-after speaker, he has taught at Berkeley and Stanford, as well as spoken at conferences through the U.S., Canada, Mexico, Brazil, China and Hungary.

In 2001, he founded PR LEADS, one of the most cost-effective publicity leads services, which has been copied by many other companies. He provides publicity and marketing coaching and consulting services for Independent Professionals and Small Businesses. He also writes press releases designed to rank high to rank high on search engines. For info, go to PressReleaseSender.com

Click here to visit Dan's website.

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