Screening on the Phone

Contractors often ask about ways to screen prospects on the phone. Understandably, they don’t want to spend hours chasing unqualified leads. But screening on the phone can be equally bad.

Screening on the phone essential puts the prospect in the position of saying some pre-determined magic words. If he doesn’t say the right thing, he is immediately regarded as unqualified.

If you went into a restaurant, you probably wouldn’t appreciate being screened before you were shown to your seat. You wouldn’t like a pop quiz to determine if you could spend your money. So why do it to your customers?

I am not saying that we should chase every lead. If a customer wants a service we don’t provide or is out of our service area, their desires don’t fit our business model. But short of that, trying to screen prospects on the phone is a crap shoot at best.

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