Episode 578 - does high digital quotient affect how we qualify customers and potential clients?


Digital quotient is being skillful at acquiring skills and knowledge around tech and digital. Since knowledge is nothing without application, DQ also involves being able and willing to apply this new knowledge.


Qualification of customers and clients on the other hand is the process of having conversations to figure out who this client is, and what problems or visions they have.

This is important because this process gives us the information we need to provide an accurate quote, and also lets us know if this would be a good client to work with. We have to be sure that the problem the client has, or the vision they are trying to achieve is something that our product or service can help with.

In the old days (pre internet) qualification conversations would have been FACE TO FACE by necessity.

But now digital and the internet makes these interactions easier because of multiple avenues we now have for conversations with our potential customers

The options available today include inbox messaging (email, LinkedIn, Facebook, Instagram, TikTok, Twitter, WhatsApp, Telegram), Video conferencing and internet calls.

How do we use digital to carry on qualification conversations?

1. By researching the person through looking at their public internet profiles, and reaching out to people you have in common for some intel on who the prospect is, how best to go about building a relationship with them, etc 2. Keep messaging short - long messages will overwhelm the recipient and create lack of clarity on what the next steps should be 3. Ask questions to get the prospect talking… or typing in this case! 4. Have a clear agenda before you hit the keyboard and also be sure what next steps you'll recommend to build the relationship between both of you.

Final tip! Remember you're having conversations with an actual person.

Typing AT them or making sales pitches in text will fall flat most of the time especially when dealing with complex and expensive solutions.


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