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?