What matters
Qualification should identify relevant service, location and decision information. It helps the business select an appropriate next step without treating every inquiry as a ready-to-buy customer.
Put it into practice
- Define fit criteria
- Ask the necessary questions
- Record the qualification result
An example in practice
A requester wants work the company does not offer. The record captures that reason instead of treating the conversation as a lost quote.
What to track
Track fit, disqualification reasons and qualified conversations.