Qualifying leads by phone: the five questions worth asking

Qualification is about sorting, not interrogating. Every question should change what happens next.

Questions that earn their place

• What are they trying to do?
• When do they need it by?
• Who else is involved in the decision?
• Have they used something similar before?
• What is the best way to follow up?

Score, then route

Decide in advance which answers mean a warm lead, and send those to a person the same day.