n on your business’ website, there are those that would prefer a hard copy of what your service offers.

Let’s say you have a cleaning service that caters to commercial accounts. You might indicate that your business only provides commercial services, and outline what those services include. While it is necessary to remain responsive to any potential client, it is equally important that you don’t waste time on dead-end leads.

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Have you ever wasted too much time and energy preparing a proposal for a potential client that isn’t committed to committing? I call these prospects "window shoppers" the problem is... I don’t have a window, nor do I have merchandise on display to make a sale. I am in a business that offers business to business services.

The service business is a great deal different than businesses that offer lines of merchandise. Thus, transforming a prospective client into a paying customer is much more challenging. A client that signs a service agreement is agreeing to pay for something they can’t see or touch, with the assurance they will receive services rendered within a specified period of time.

Most businesses that offer a line of merchandise have the advantage of offering "instant gratification," their customers walk away with a product in hand. While the product sometimes includes a service agreement, such as a cell phone for example, the customer still has something tangible to show for their "purchase."

It’s a great feeling when a prospective client requests information pertaining to the services you offer. On the other hand, it can be time consuming to prepare a proposal each time you receive an inquiry. This is where "pre-qualifying prospects" comes into play. You can spend a lot of time and energy answering questions and preparing proposals for people who are just looking at what’s out there. Too often, these prospects have no intention to "buy."

I have learned the hard way, that it is a good idea to have brochures, or flyers outlining your services on hand. Not only can you offer these to prospects, it’s a great way to market your business via direct mail or advertising techniques. While it is an excellent policy to provide such information on your business’ website, there are those that would prefer a hard copy of what your service offers.

Let’s say you have a cleaning service that caters to commercial accounts. You might indicate that your business only provides commercial services, and outline what those services include. While it is necessary to remain responsive to any potential client, it is equally important that you don’t waste time on dead-end leads.

There ar

ospective client into a paying customer is much more challenging. A client that signs a service agreement is agreeing to pay for something they can’t see or touch, with the assurance they will receive services rendered within a specified period of time.

Most businesses that offer a line of merchandise have the advantage of offering "instant gratification," their customers walk away with a product in hand. While the product sometimes includes a service agreement, such as a cell phone for example, the customer still has something tangible to show for their "purchase."

It’s a great feeling when a prospective client requests information pertaining to the services you offer. On the other hand, it can be time consuming to prepare a proposal each time you receive an inquiry. This is where "pre-qualifying prospects" comes into play. You can spend a lot of time and energy answering questions and preparing proposals for people who are just looking at what’s out there. Too often, these prospects have no intention to "buy."

I have learned the hard way, that it is a good idea to have brochures, or flyers outlining your services on hand. Not only can you offer these to prospects, it’s a great way to market your business via direct mail or advertising techniques. While it is an excellent policy to provide such information on your business’ website, there are those that would prefer a hard copy of what your service offers.

Let’s say you have a cleaning service that caters to commercial accounts. You might indicate that your business only provides commercial services, and outline what those services include. While it is necessary to remain responsive to any potential client, it is equally important that you don’t waste time on dead-end leads.

There a

des a service agreement, such as a cell phone for example, the customer still has something tangible to show for their "purchase."

It’s a great feeling when a prospective client requests information pertaining to the services you offer. On the other hand, it can be time consuming to prepare a proposal each time you receive an inquiry. This is where "pre-qualifying prospects" comes into play. You can spend a lot of time and energy answering questions and preparing proposals for people who are just looking at what’s out there. Too often, these prospects have no intention to "buy."

I have learned the hard way, that it is a good idea to have brochures, or flyers outlining your services on hand. Not only can you offer these to prospects, it’s a great way to market your business via direct mail or advertising techniques. While it is an excellent policy to provide such information on your business’ website, there are those that would prefer a hard copy of what your service offers.

Let’s say you have a cleaning service that caters to commercial accounts. You might indicate that your business only provides commercial services, and outline what those services include. While it is necessary to remain responsive to any potential client, it is equally important that you don’t waste time on dead-end leads.

There a

questions and preparing proposals for people who are just looking at what’s out there. Too often, these prospects have no intention to "buy."

I have learned the hard way, that it is a good idea to have brochures, or flyers outlining your services on hand. Not only can you offer these to prospects, it’s a great way to market your business via direct mail or advertising techniques. While it is an excellent policy to provide such information on your business’ website, there are those that would prefer a hard copy of what your service offers.

Let’s say you have a cleaning service that caters to commercial accounts. You might indicate that your business only provides commercial services, and outline what those services include. While it is necessary to remain responsive to any potential client, it is equally important that you don’t waste time on dead-end leads.

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n on your business’ website, there are those that would prefer a hard copy of what your service offers.

Let’s say you have a cleaning service that caters to commercial accounts. You might indicate that your business only provides commercial services, and outline what those services include. While it is necessary to remain responsive to any potential client, it is equally important that you don’t waste time on dead-end leads.

There are ways to recognize if you’re dealing with a window shopper, or a genuine prospect. Answering questions with questions of your own may pinpoint what they’re looking for (services or just information). Pre-qualifying prospects is an essential time management tool that can minimize the need to spend wasted efforts on a dead-end prospect.

A contractor might ask a prospect how many bids they’ve received, and if it’s a one time, or ongoing project, then quote rates accordingly. If it’s a one time project the contractor could ask what the deadline for completion is. If their schedule can accommodate the project soon, they could pre-qualify prospects by suggesting they are available next week, but after that their schedule is full. If a contractor has vendors offering special rates on supplies, they could relay this information to offer the prospect the opportunity to minimize costs.

A commercial cleaning service that is pre-qualifying a prospect could inquire what other services the prospect requires. For example, a cleaning service that offers plant maintenance, or stem cleaning office furniture, could minimize the prospects need for soliciting multiple vendors.

A prospect researching medical insurance might inquire about rates. The insurance consultant might pre-qualify their prospect by saying "we have a special promotion through the end of the month offering a package deal on medical, dental and optical insurance. This could create a sense of urgency to someone wanting to tap into a special offer.

Always be honest and make offers in a positive light that will benefit the prospect. If you aren’t able to offer discounts, don’t imply that you can. If the project can’t fit into your schedule, don’t try to squeeze it in. Avoid making promises tha