Criteria for qualifying business leads
Money. Talk about value first or about money first? Talk about money upfront. Why? If the client does not have the desire or not able to come up with the money then why waste everybody's time?
Time. Save the client time by making them realise you do it better and right and that they should spend their time on the right focus.
Needs. Diagnose. Don't prescribe. Clients think they know the problem and the solution. Your job is to listen, diagnose and then come up with a better solution.
Decision. Show clients the value and that you're the one for the job. Help them decide. Also, decide if you want them for a client.