Qualifying Prospects

We use the BANT framework for basic customer qualification. Try to make sure that during the qualification stage, you get to these answers:

  1. B = Budget

  2. A = Authority

  3. N = Need

  4. T = Timeframe

Target Customer Base

We have a few key targets

  • Well funded fast growing startups that have large requirements in business processes, branding, and technology.

  • Established businesses that are looking to modernize their organization and improve efficiency.

Giving Work to Prospects

If we are seeking vendors for particular work, and a current prospect offers the service, we should prioritize them in our RFP if they are a good match.

Questions to Ask

  • When is the last time you made a similar purchase?

    • How long did the purchase take?

  • What are the key factors in your buying decision? Price, experience, quality, speed?

  • When is your go-live date?

  • Ideas on budgets

  • What is your role and what do you do?

  • What led you to look at us?

  • What are you using now?

  • What problems are you looking to solve?

  • If these problems are not solved, what happens?

  • What tools are you using in your stack?

  • What issues are you experiencing in any of these areas?

  • Where is this interest/initiative coming from?

  • What is the timing to purchase?

  • What are the requirements you have for this project?

  • Do you have a budget allocated to a solution?