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11-15-2003, 02:52 AM
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Administrator
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Join Date: Jan 2003
Location: Wisconsin
USDA Zone 4
Posts: 7,570
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Do you prequalify your leads?
When you get potential client inquiries, do you prequalify them?
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11-15-2003, 05:06 PM
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Ranger
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Join Date: Jun 2003
Location: Southwest ct
USDA Zone 6
Posts: 1,743
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I'm always looking for red flags but prefer to err on the side of meeting a bad lead than losing a good one.
I need add some leading questions that get me more direct information about the client to work off of.
Questions I am considering/use:
What is your timeframe for this project?
Have you spoken to other companies?
Have you hired any other contractors for work outside of your house, SA a mason, arborist, irrigation contractor, fertilization company, etc?
How did you hear of me?
__________________
As a father I was always aware that I was raising my sons to leave home, marry, establish families, and be men who could stand on their own two feet. We must fulfill our own destiny. I really wasn't concerned about what they might 'do' but I wanted them to 'be' good men.
- David Epps
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11-15-2003, 11:28 PM
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Ranger
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Join Date: Feb 2003
Location: Chicago
USDA Zone 5
Posts: 1,558
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On our side of the work the contractor we would bid the job with is required to supply payment bond so I don't worry about it.
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11-16-2003, 07:15 PM
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Ranger
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Join Date: Feb 2003
Location: Northern VA
USDA Zone 7
Posts: 1,239
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Depends on the source of the lead whether there is a short or an extensive pre-qualification conversation. If the call is coming from a magazine ad we placed, then I'm going to ask lots of questions. It is important to determine if we offer the type of work that the client is looking to have done. Some projects simply aren't a 'fit' for a particular company. That's when its important to 'know thyself'. Its far better to decline a project that will turn into a nightmare than be greedy. The other thing about asking lots of questions is that it allows me to go to the initial appointment better prepared to show the client things that they are most interested in seeing.
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11-19-2003, 08:48 PM
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5 Gallon Tree
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Join Date: Oct 2003
USDA
Posts: 655
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It all depends. go with your "gut instinct"
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11-24-2003, 10:04 PM
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Acorn
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Join Date: Nov 2003
USDA
Posts: 18
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Our time as contractors, company owner or salesperson, is valuable. I find that any prequalifying that I can do is to my advantage; I'm better prepared when I show up, and I'm a lot less likely to be acting as an advisor or "nice guy"consultant
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11-28-2003, 09:39 PM
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Whip
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Join Date: Mar 2003
USDA Zone 11
Posts: 325
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ALWAYS!
Peace,
Rex
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Rex Mann
RM Stonescaping
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11-28-2003, 10:03 PM
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Gold Oak Member
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Join Date: Nov 2003
USDA
Posts: 1,882
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We prequalify every lead, and conduct interviews should we decide to take the project further. In certain communities, we charge consultation fees, which we deduct from total job costs if they go forward with work. The deduction is given off final balance, not up front.
We do not under any circumstances work for lawyers, nor do we work more than 3 days without getting paid to date. Collections are not a problem this way. Typically, we walk away from about 1/3 of those who call us either because the prospect was not serious (did not set a budget) or was attempting to glean information so they can hire an illegal to do the work.
We are currently backed up into May 2004, so, this sytems works well for us.
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Bill Schwab
In the year 1491, if the Naturescape Landscape Company did the site work in Pisa, Italy, they would not be calling it the "leaning" tower.
Encinitas, Ca. 92024
www.naturescapelandscape.com
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11-28-2003, 10:18 PM
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Ranger
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Join Date: Jun 2003
Location: Southwest ct
USDA Zone 6
Posts: 1,743
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I avoid lawyers as well. Not because they have ever taken me to court or even threatened to. They just like to nitpick about everything and tend to be cheap. However, there's an exception to every rule!
__________________
As a father I was always aware that I was raising my sons to leave home, marry, establish families, and be men who could stand on their own two feet. We must fulfill our own destiny. I really wasn't concerned about what they might 'do' but I wanted them to 'be' good men.
- David Epps
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12-09-2003, 09:23 AM
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Sapling
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Join Date: Aug 2003
USDA
Posts: 241
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On Lawyers: If you swim with sharks, do not be surprised when you get bit!  Tim
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Common sense, isn't all that common!
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12-09-2003, 09:08 PM
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5 Gallon Tree
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Join Date: Oct 2003
USDA
Posts: 655
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Very Very true Tim!!
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12-14-2005, 04:50 PM
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Acorn
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Join Date: Dec 2005
USDA
Posts: 19
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I try to prequilfy all my leads. First question is always time frame, If they cant wait to fit into my scedule , the rest of the conversation is a waste of time for the both of us. Then i will ask if they are familiar with irrigation and have they had any other estimates. I will also ask them if they have a budget and if they are shopping price or quality. I have passed by plenty of estimates who,s main concern is the cheapest price.
If the conversation is flowing i will try to find out what they do for wqork as this will tell me alot about how to sell them(Programmers and engneers want to know the working , when i try to sell them i make sure i explain how the system operates.Salesman , cops , tradesman usualy only ask a few simple questions , how much? , when can ya do? and will you take care of all the service .)
I will also ask them how they heard about us, this lets me decide where my best marketing $ are being speant , and how good a prospect they are.Referals, I will try to get to see imediatly, yellow pages are my weakest as very few people pick up a yellow pages and only make 1 call.
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12-14-2005, 06:31 PM
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Gold Oak Member
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Join Date: Feb 2005
USDA Zone 8
Posts: 429
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You know, this is a really old thread, but I'm glad AI bumped it back to the top. This is good stuff! I haven't seen this thread before and think it could be developed a little further.
What are some of the questions that members here are using for pre-qualifiers? None of my other employers ever did this, but since I'm going to be in charge at the new gig, it's something I really want to do.
I've seen Voodoo's questionnaire online and like that (maybe he could post a link to it here?). I think I'll use that as a starting point, but what are some of the other specific questions that you have found are telling?
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Jesse
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12-14-2005, 10:44 PM
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Acorn
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Join Date: Dec 2005
USDA
Posts: 27
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I agree with Trees...it was a great idea to bump it to the top...this is a great thread...I also would like to know what some of you other guys like to ask when you talk to potential clients
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Ground Illusions Landscaping LLC
Harrisonburg, VA
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12-15-2005, 12:59 AM
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Gold Oak Member
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Join Date: Nov 2003
USDA
Posts: 883
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On the phone I'll ask how they heard about us, then find out what it is they're after, and if it's installation work ask when they're looking to have it done.
I try to shut up and listen for the most part initially, because they've probably been going over what they want to ask beforehand either in their head or with their spouse. That way I can digest what it is they really are after, or if they very quickly fall into awkward silence, I'll figure that they don't really know what it is they want yet.
From there, if it seems promising I'll set up a time when I can meet them on-site and walk the property to have them further explain what they're after and offer my professional opinion regarding what they want and what options may work for them.
Gut feeling does have a lot to do with it though, and I like to check people out face-to-face when I can.
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