There are four grades of appointments: Each sales opportunity is qualified against two sets of criteria. Set One – Size of Company
A - 1-5 employees
B - 6-10 employees
C - 11-25 employees
D - 26+ employees Set Two – Propensity to Purchase
This is a scoring method to assist with grading the quality of the appointments. Has Used Consultants Before?
Yes = 1 point
No = 0 points Has Actual Project In Mind?
Yes = 0.5 points
No = 0 points
Details Of Project = 1 point When Is The Project Planned?
This quarter (0-3 months) = 1 point
Future (3 months +) = 0.5 points Propensity to Purchase is part of our qualification process. We think that if a prospect is a Managing Director, has used Consultants (or, ideally, has used an Advisor) before and has an actual project in mind they are very likely to convert into business. Each appointment is given a grade depending on how they score according to the two qualification sets. For example, an appointment with the CEO of a company of 24 employees that has a track record of hiring Consultants or Advisors and has a project planned in this quarter is a Platinum appointment. | | 
Some examples: Bruce is the owner, has 7 employees and has a particular project in mind for this quarter but would prefer to discuss the details in the meeting rather than over the phone. He has never used a consultant before. Therefore, with 1.5 propensity points he is a Silver appointment. Sheryl has 15 employees, is the MD, and has used consultants before. She has a project in mind for this quarter and given the details over the phone. Therefore, Sheryl is a Platinum appointment. Tony is the Owner in a company with just four employees. They have a project in mind for the next quarter but have never used a consultant before. Tony is a Bronze appointment. We make the calls so you don't have to! Qualified appointments that are real sales opportunities. |
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