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Partner guide · Part 2 · What we offer
Step 8 of 10
Finding and qualifying prospects
Not yet
Finish the step before this one first
A good prospect has a real problem and is willing to invest in solving it, because solving it saves them time. They don’t need to know the solution: that’s our job. We point them in the right direction, explain the options and close.
Priority 1
Sure, and ready
They want a particular solution now, with a timeline or a go-live date.
“We need online booking live before the season starts in March.”
Priority 2
A problem, and open to solving it
Never ignore them: we work out the direction with them.
“Our team spends every Friday copying orders into a spreadsheet.”
What to ask in the first conversation
- What’s the problem, in your own words?
- What happens today: who does it, and how?
- What does it cost you now: time, money or customers?
- What would “solved” look like?
- Is there a date it needs to be ready by?
- Who decides, and who else should be involved?
- Have you set aside a rough budget for it?
Then ask if they’re happy to be introduced. Don’t design the solution or quote a price: that’s our part.
What you might hear
- “We do this by hand, every day.”
- “Our customers keep calling about the same thing.”
- “Our website doesn’t bring in any work.”
- “We need it live before …”