PRACTICAL WORKFLOWS
Lead qualification checklist for a small service business
Use six practical questions to decide whether an inquiry is ready for a proposal.
Define a qualified inquiry
A qualified inquiry has a problem you can address, a person willing to discuss it and a realistic next step. It does not need a perfect budget on the first message. Keep the checklist short enough that someone can use it during a real conversation.
Ask six useful questions
- What are you trying to improve, and what happens if nothing changes?
- What have you already tried?
- What needs to be delivered, and what is outside the scope?
- Who will review and approve the work?
- Is there a budget range or a limit we should design around?
- When do you need a decision and when do you need delivery?
Explain why you are asking. A budget question helps you recommend a suitable scope; it should not become a reason to pressure someone into spending more.
Choose a next action
Use three outcomes: ready for a proposal, needs clarification, or not a fit. For a ready inquiry, summarize the requirements and agree on a proposal date. For an unclear inquiry, ask for the single missing detail. If you cannot help, explain the mismatch and close the conversation politely.
Need: [specific problem] Requested result: [deliverable] Decision maker: [name or role] Budget context: [confirmed range or unknown] Timing: [decision and delivery dates] Next action: [task, owner and date]
Keep the handoff usable
Record facts separately from assumptions. “Asked for a proposal by Friday” is a fact; “likely to buy” is an interpretation. Put the agreed next action in the follow-up planner so a teammate can continue without repeating every question.