From the course: Running a Design Business: Writing and Pricing Winning Proposals
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Why do you need to qualify prospects?
From the course: Running a Design Business: Writing and Pricing Winning Proposals
Why do you need to qualify prospects?
- Okay, let's talk straight here. Not all new prospects are worth writing proposals for. Just like dating, you must learn how to elevate the winners from the rest of the pack and stop being ghosted. Vetting or qualifying prospects is your first step toward turning a cold lead into a more winnable one, and ultimately writing less but more effective proposals. Now what do I mean by qualifying, vetting a prospect? A qualified lead is a prospect or contact with whom you've completed some level of due diligence that ensures they're a solid, winnable lead. In other words, answering are they the right fit for your firm, and are you the right fit for them? But before we talk about how to vet and qualify new prospects, we first need to know who we are before we make any decisions about which client we work with. If we don't have a vision for who we want to be, who we want to work for, what kind of work we want to do and what our values and missions are, then we won't make smart, informed…
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