I accidentally found a better way to close deals ranging from $5K to $60K.
Before? I was improvising.
But now? I’m deliberate.
And it’s a simple process anyone can use.
Here’s the client qualification process I follow:
1. I’m upfront about my prices.
My prospects know my prices before they contact me
There are no surprises.
Before, I used to hide my prices.
So whenever I revealed it, the client would start to sweat bullets.
They’d say, “I knew you weren’t cheap, but this is more than what I was expecting.”
In the past, I always blamed the prospects cuz I just thought they were cheap or broke.
But, oh, how wrong I was.
Case in point:
Back in 2015, I was earning $20,000 per year as a graphic designer—just thinking about that time in my life makes my PTSD flare up.
Anywho, I was trying to learn to code, and I found a nice online Boot Camp.
Their price?
A nifty $4,375.
AKA: nearly a fourth of my yearly salary.
The crazy fact is that I was married, and my wife was expecting our first child.
But I found a way to pay for it.
Although I was initially hesitant to join, I ultimately decided to do so because I already knew the price. No surprises. And it allowed my wife and I to plan accordingly.
2. Content that filters
I create content that filters out the wrong fits.
You could post something as simple as:
“Looking for creators with 5000+ followers who want to learn to monetize their accounts. DM the word ‘5000’ if you’re interested.”
After receiving the message, I qualify the individuals, and if I feel they are the right fit, I direct them to a landing page.
I hand-wrote this short message to an individual asking for help (excuse the typos).
I’ll be meeting with him soon.
The worst-case scenario is that he says no. And I’m okay with that.
This landing page includes a brief video where I explain who I am, who I serve, and my approach. The video further filters potential clients and guarantees that only the best fit for my services move forward in the process.
By the way…
That landing page has a big and shiny button telling people to book a call.
When pressed, the person is taken to an application form.
3. Longer application forms
Longer application forms are the way to qualify leads like a motherflower.
And yes…
I get fewer leads.
But the lead quality is higher.
In these forms, I ask questions like:
- My minimum level of engagement is $9800. Are you willing to invest at least this much in your marketing?
- Are you ready to start now? If not, do not book the call.
My target is to get one or two committed clients a month.
Because every client is recurring revenue.
But wait…
There’s more.
4. The follow up
After they apply, they get 3 emails in which I:
- Clarify what I do
- Specify who this is for and who it’s not for
- Showcase my system with a short video.
My results speak for themselves.
A close rate of almost 70%.
That means that out of 10 calls, 7 commit to working with me.
I do this because I value my time.
So, I rarely take on calls without qualifying first.
My process is meticulously designed to ensure that the person on the phone is ready to start.
There’s also the fact that it’s all automatic.
Because one of my core philosophies is:
Do the hard work once. Let the system run forever.
In summary, if you want to qualify harder:
- Be transparent about pricing
- Create content creation that repels bad leads
- Drive traffic to a landing page where you talk about your services
- Make your application process longer and more thorough
- Follow up on prospects
Now that you know my qualification strategy, it’s time to put it to work.
So get started.
Here are 3 ways I can help you right away:
- Download my free Conquering Info Products course
- Buy my Crashcourse Copywriting to learn persuasive writing
- Check out my free guide on how to sell on the DMs.
I’ll see you out there.
– Jose
