This comic makes me cringe. Being a landscape designer in the past, I know Ted’s pain well; as I’m sure you do.
You and your sales people shouldn’t have to waste so much time pursuing bad fit prospects or those who ultimately won’t do business with you.
I know this is a huge frustration for many of you. But it doesn’t have to be.
To avoid this you will need to implement a framework your entire team can use to effectively qualify new leads that come in the door.
With formal guidelines in place you can then train staff and hold them accountable to your qualifying standards.
If qualifying is left solely to the discretion of your sales people you’ll end up with handfuls of bad fit clients and frustrated team members.
I’ve seen first hand how this plays out. On one extreme you may have a rainmaker – usually the owner of the company – who will chase anything and everything. The other extreme is where the Design Diva resides, who is only interested in the unique projects that appeal to him/her and his/her overblown ego.
Qualify prospects using the BANT(+P) framework