How Can You Sell On Value While Also Efficiently Qualifying Inbound Leads?
Channel: Daniel Rosehill
Date: 2021-11-03

Here's a sales and marketing puzzle that I've been trying to figure out a solution to for the past few years. 

Let's assume a few basic principles:

1: You want to compete on value and not on price.
2: You believe in inbound marketing and are successfully using it to generate inbound leads.
3: You don't have the luxury of spending hours every week talking to leads that have no potential of being a good fit.

A quick solution to the third point is to quickly run through a lead qualification checklist that starts with ascertaining what kind of a budget the client has. Commonly, freelancers approach this the other way around by stating their 'starting from' price. But from a negotiations perspective, any time you quote a range, you've just anchored yourself to a lower figure.

Is there a way out of this puzzle?

By: Daniel Rosehill (danielrosehill.co.il)

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