1. Identify the personality traits you’re looking for and the traits you want to avoid.

Pinpointing attributes that you want and don’t want in a customer will make it easier to observe and assess your lead's characteristics quickly and efficiently.

2. Learn to recognize the difference between interested leads and leads with the intent of buying.

Not all qualifying leads offer equal buying potential. Some will be easier to convert to customers than others. If you are spending your time and energy wisely, you will first focus your attention on the qualifying leads that have the intent of making a purchase before turning to the more hesitant leads.

3. Ask clear, specific questions to gather information that will help you determine whether or not a lead fits your ideal customer profile.

Details such as the prospect’s location, availability, financial flexibility, and business goals can all play significant roles in the qualifying/disqualifying process.