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. 1.
    B = Budget
  2. 2.
    A = Authority
  3. 3.
    N = Need
  4. 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?
Last modified 5yr ago