One Tool to Attract & Qualify Prospects At The Same Time

If you want to have more meaningful conversations with the right prospects, there is a single tool you can leverage to get more of the right prospects to engage with you.?

This systematized and structured approach can be applied to virtually any product, service, or solution you offer.

Simply put, by utilizing an online scorecard or assessment process, you can not only offer meaningful value to prospects who will self-select, but you also learn valuable insights from them that can help you determine if/how you can best serve them.

An online scorecard is a very simple tool -?you can see a simple example here?and I'd encourage you to complete it to learn the process and also get some insights about your firm's current ability and capacity to grow.

Essentially, there are three aspects to creating and leveraging an effective Scorecard tool.

The Questions?- All you need are 8-12 YES/NO or "1 to 10" scale questions that ask a prospect to indicate how well they are doing in a specific area. You should write the questions as statements that they can agree with or not. For example, a statement might be "Our organization has not a had health insurance premium renewal higher than 7% in the past 10 years." The prospect reads that and then says YES/NO or they indicate on a scale of 1 to 10 how true that statement is for them. By writing the questions this way, you let prospect come to their own realization that they have challenges to be addressed.

The Follow-Up?- Why would a prospect complete such a scorecard? Simple, because there is value on the other side of it. You should provide a Strategy Session or consultation for anyone who completes the scorecard giving them insight and recommendations about their situation that would be valuable for them. This is your opportunity to demonstrate your knowledge and skill and establish authority in the eyes of your prospect. It's also a natural first conversation to have with a future client. Once the scorecard is completed, the prospect should be redirected to a page that encourages them to book time on your calendar. Additionally, an email follow-up should go out and there should be an automated notification that comes to your team to ensure there is proper manual follow-up as well.?

The Consultation?- Finally, there's the actual conversation that happens after the prospect has completed your scorecard. This session needs to be value-driven and should be a "no-selling zone". Certainly if they ask questions about you or your services, you can address them briefly, but the goal should be to set a separate meeting to dive deeper into the possibilities of you helping them. THIS initial conversation is about learning more about them and helping them based on their responses to the scorecard.?

(FYI: We have a program to custom design and build out the entire scorecard process for our clients including writing the questions and providing talk tracks for the consultation. If you'd like to learn more, drop me an email at: [email protected])

I'd highly encourage you to pursue this strategy as it can directly and positively impact your firm's ability to convert new sales faster and easier.

Again, take a look at a really simple example I use?HERE.