You’re trying to assess the need of a prospect during the exploratory call. Your prospect responds to your questions with:
“I need to get more traffic to my website. Trade shows and billboards aren’t driving the same results as they used to. Without making a change, my business won’t grow. Inbound sounds like a great fit and I’d like to start working with your team as soon as possible.”
Does this prospect have a qualified need?
No, while they have started to share some goals, plans, and challenges with you, they are too general to truly understand need.
No, you need to talk to more than one person at the company to ensure that this is a real need. You should schedule another call and get the whole team on board.
Yes, not only does the prospect have a clear goal of generating new traffic, they are also ready to work with you.
Yes, the prospect has a goal of more traffic, a plan to implement inbound, and a challenge of traditional marketing not working any longer.