Qualify project opportunities with intent.

Qualify project opportunities with intent.

Qualification is the key to winning great projects and growing your reputation. So don't try to 'handle' client objections. Instead, go deeper into understanding their needs and why they are hesitating.

Take your happy glasses off.

Find out why the client is hesitating. Here are some tips:

1. Revisit the need.
What are the business challenges?
What are their goals for the next quarter/year?
Are these urgent? Are they important?

2. Check the basics
What is your budget for this project?
Who else is involved?
Who is the economic buyer?
How does the decision-making process work?

3. Skin in the game test
Is the client still responsive to your emails and calls?
How do you know they are genuinely interested?
Are they willing to invest significant time with you?

Are you doing all the running?

Don't be afraid to walk away. If a prospect is not a good fit, don't waste your time trying to force the deal. There are plenty of other fish in the sea.

Qualifying out of an opportunity can be difficult.

It can also save you an enormous amount of time and energy.