How to qualify a new inbound request?

How to set up the qualification of your requests? Here is a good question!

Previously on our BookingShake blog... We explained to you how important it was to properly qualify your requests by giving you 4 reasons to do so in This article.

If we made you want to do it, maybe you found yourself stuck implementing it because you didn't know how to start.

So we have a little gift for you! We explain to you how to set it up and in addition to that you will be able to find two models as well as all the explanations for a successful qualification.

Structure via our qualification sheet templates

By clicking on the links below, you will find 2 sample qualification sheets with a list of important questions to ask when you receive a new application.

1. Template for a live request‍
2. Model for a request via a third party (agency, provider,...)

With this you will know:

• all operational details of the event,
• commercial elements,
• your customer.

Of course, this is a general model to be adapted to your specificities and your strategy.

It is a work base. You can delete questions add others, do your mix. Moreover, to help you, we have made a color ranking for you:

• Red: high importance
• yellow: medium importance
• blue: low importance

Integrate qualification into your processes

We recommend that you call all of your incoming requests to do this qualification.

But if the customer hasn't called you to make their request or if they don't answer the phone: don't wait for them to pick up to contact them!

You have two options:

1. Send him an email to offer him a telephone appointment (Pssst do you know Calendly ?)
2. send him an email to ask him the essential questions (and suggest that he call you to answer them instead of writing to you).

Here is an email template:

“Hello XXX,

Thank you for your interest in ETABLISSEMENT for your next event.

In order to understand all the details of your event and best meet your expectations, could you complete This quick form by clicking on this link ?

Otherwise do not hesitate to call me on 06 06 06 06 06 so that we can discuss these details together.

While waiting for more information, you will find attached a presentation of our establishment.

Very sincerely,

SIGNATURE”

The aim here is to find out if the customer event is possible at your place. Then during your future telephone exchanges you can complete the other questions on the qualification form.

If you are a BookingShake customer you can ask all of these questions via the customizable online request form AND you can set up this email in your BookingShake templates to be self-written.

Measuring the evolution of your results

After several months of implementing a qualification of all your requests, do not hesitate to look at the numerical impact of this method:

• on your confirmation rate
• on the knowledge of your market
• on the loyalty of your customers
• on your additional sales rate
• ...

It is important to take a break to look at the results of your actions!

You now have all the keys in hand to successfully qualify. Of course, if you need help or more explanations, do not hesitate to ask us. Our teams are there for you.

What are you waiting for? At your qualifications, ready, confirm!