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if you're a contractor and you're selling moderate to high-end kind of Contracting Services bathroom kitchens Windows solar Etc this is a great way to help pre-qualify prospects out of your sales funnel [Music] I've been working with contractors for more than a decade now and this single technique not only allows you to pre-qualify people out of your sales funnel but allows you to tap into some really important information that will help you close more deals when the prospect is a better fit for whatever your particular service is so in a potentially awkward kind of situation or and this is a new style of video for me I'm going to go through the script with you so in this instance I'm just going to run through a kitchen as if I'm a kitchen business and I'm going to speak to a prospect on the phone because I want to pre-qualify the person over the phone because I don't want to get into a particular virtual consultation or an in-house consultation when I know or that they may not be potentially a fit for my business so with the contractors I've been working with I tell them to greet the person as you normally would with on the phone Etc and you know the the first start of the conversation is you know pleasantries etc etc that's perfectly fine now in this case I'm a kitchen you know renovation remodeling kind of company what I would say to the prospect is what's important to you about remodeling your kitchen right now now that is uh like the the start of of this uh series or sequential sequence of communication now the question what's important to you most about you know remodeling your kitchen right now is a top level surface-based question people are like onions and we're trying to get we're trying to get down and drill into the real core emotional reasons as to why someone wants to remodel their kitchen so for example the you know the high level surface-based question answers that you're going to get to that question are you know the kitchen's outdated it's old uh it's not practical anymore so on and so forth these are they're they're honest answers and you know they may or may not be honest answers but they're most likely going to be honest answers but they're not really the core driver as to why someone will want to remodel their kitchen or get whatever particular you know contracting service that you offer so what you do is that you hear the answer so the person says you know it's impractical uh it's outdated so on and so forth and that conversation will take its own little path for a moment of time so once you've gone through that natural kind of portion of the conversation about that question the next question would be what's important to you about not having an outdated kitchen right now it's a very similar setup and some people might look at me and think you know someone's going to pick up on the phrasing of these questions as it's a bit weird I've been doing this for well over a decade Contracting clients have been doing this for well over a decade and no one's ever picked up on it so it's typically takes three layers to get down into that like that nucleus of the of the onion so to speak that real core emotional you know motivators that are allowed that are kind of like getting someone to do something right so a potential answer to that question about you know why is it important not to have in our daily kitchen is someone might say like it doesn't feel right it doesn't represent us anymore you know my husband or my wife just got a promotion Etc you know we've finally got some cash saved up or you know we've got a loan approved or something of that nature you know and we just want to have a a you know a more practical kitchen a more up-to-date kitchen so on and so forth so we're getting a little bit deeper uh and there's plenty of different answers as we get down the levels and I'm just purely offering a hypothetical situation here right and again the conversation is going to take take its own natural path and we just let that go and let the prospects be and we're Gathering and synthesizing that information as they come in now last the last question in this sequence is as you would imagine is something along the same lines so what's more important to you about having a more modern more practical kitchen right and along this path that along this sequence and during the initial kind of introduction and exchange of pleasantries on the core there's a report building process now I'm not going to get into like how to build rapport much more quickly but once you've got that report people will start to open up more now the reason for these questions is to dive more deeply into those real intrinsic motivators as to why people are doing things now the final answer of this question of you know what's so important uh to you about having a more modern a more practical kitchen is going to be or potentially could be and this is purely hypothetical is you know my husband and I we're part of a dinner group some of our greatest friends from high school and you know once a month we go around to each everyone's homes and you know someone puts on a dinner party so on and so forth everyone else has just got new kitchens right and you know our kitchen's a little bit older it's a little bit outdated Etc and you know we just want a better kitchen so we can have better dinner parties and you know we we're just a bit more comfortable so now we're we're really driving into those core intrinsic motivators we're really peeling back that the the layers of the onion what have we got from this information the person's potentially after now you can offer some clarification questions but the person is potentially after an entertaining type of kitchen there's some ego and Status involved here because we know that their friends have uh new kitchens they're feeling a little bit lower on the pecking order Etc now that we've got this this information and it only takes anywhere from two minutes to maybe five minutes to go through this like process uh we've got really important information now now it comes up to like a typical kind of question from here would be like you know what's your budget but you could take the position of power right and say you know sounds like and there could be pre-qualifications questions in here if someone has been a little bit indirect so like yeah are you looking for a you know a practical entertainment kitchen for you and the family to you know for uh for to to get the kids ready for school for breakfast so on and so forth there's a lot of like ways to skin this cat in in that situation but when you're asking about the pre-qualification of budget it would be more online so from what I understand what you've told me is that you're looking for a kitchen around the practical purposes of helping the kids get to school much more quickly there's a bit more you know space around because uh you know the family has grown and also you want to entertainment kitchen due to dinner parties and just being able to you know host friends and family and so on and so forth and then you can say you know does that sound right if that's not right someone will correct you and off you uh slightly more accurate information which is perfect and what you can say is that we we specialize in those types of kitchens we have done dozens you can say hundreds if that's the truth as well of entertainment type of kitchens we typically start at thirty five thousand dollars and that will get you you could run off a few things if you wanted to if you would like we can sit down if if everything everything that I've just said suits you we can sit down and we can talk through your project we can lay out the preliminary uh you know designs we can create a 3D Roundup whatever your kind of process is you know you you go on with the the continued you know conversation in that that way in that in that form now a couple of things will happen the person may pre-qualify themselves out which is perfectly fine not only have they pre-qualified themselves out but you've got all the information that you need in order to take a position of power to say that we start kitchens at 35 35 000 if that doesn't suit the person you're out right that's perfectly fine you've pre-qualified them out over the phone if they pre-qualify themselves in not only have you pre-qualified yourself that you are a great suit uh and match for their type of kitchen but you also fall within their price point potentially right this is a really important kind of uh aspect to the sales process especially when you start generating more leads hence why I've been able to uncover this over working with contractors for a decade plus creating lead problems for people means that they've got to quickly learn how to pre-qualify so helping clients with that has been you know part of the journey for myself the other really important part to this conversation is is that leave a note in your CRM right that I'm going to use myself that bread and the prospect here has a really strong emotional attachment to Ego status not speaking of myself here but uh we'll run with it they're kind of going off the cuff here he's got a little bit awkward kind of quickly but uh Brent has an ego and Status kind of a component to his kitchen purchase he also has a dinner party kind of thing and there's an e that's where that ego and and Status component fits in it's going to be an entertaining type of kitchen but there is also a practical element because you know his family has grown etc etc and uh this is important notes to have in your CRM to that particular individual because as you sell the person now and go through that sales process consultation sales process whether it be virtual the next step or in home you want to use that information so potentially the uh the stories that you have internally prepared to show the prospect are about entertainment type of kitchens families that are in very similar situations to brain situation and also the the designs that you bring along to that consultation are also in line with the the information that you've gathered from the prospect so there you have it's a probably you know a 10 minute video that I've just created I haven't done the editing yet but it'll help you pre-qualify uh prospects out and help streamline that sales process so that you know you're having more a Time efficiency around uh the whole sales process for you if you want to have a free chat with me uh by all means head over to brandtamil.com there's a button about a third of the way down the page smash that button you can set up a free call with me and I we can have a chat there's no obligation there's no fee about how you can create your own lead problems so you need more pre-qualification elements uh in your marketing so you know you can make more money it's more efficient it's more enjoyable you can pick and choose what uh what what customers and clients that you work with if you want to do that jump down to the description below brownhill.com uh I I particularly enjoy those conversations I get to have you know half a dozen two sometimes a dozen per week and it's honestly the best uh part of the week so if that's up uh you know if that if that's something that you're interested in do that I really appreciate if you smash that like And subscribe button it does help me a lot and it's uh it's a it's an awkward ask but it really does give me motivation to produce more videos they are a little bit time consuming and it also be introverted it gives me a little bit of motivation and a little bit of a push along to to get more content out so I would appreciate that too so until the next video take care have a cracking week