A sequence you can adapt to your offer
A qualification conversation should help both sides decide whether to continue. It should not feel like a form pasted into a chat. If the first message already contains a goal and timeline, acknowledge those details and move to the missing information.
| Decision | Example question | What the answer helps establish |
|---|---|---|
| Goal | What would you most like to change over the next few months? | Whether the desired outcome matches the programme. |
| Situation | What are you doing about that at the moment? | Experience and context without repeating earlier answers. |
| Obstacle | What has made that difficult so far? | Whether your method addresses the problem. |
| Readiness | When would you realistically have time to start? | Whether a call is timely or a resource would be better. |
| Investment | The programme is [actual price]. Is that within the range you are considering? | An honest price discussion using an approved amount. |
| Next step | Would you like the link to discuss whether this is a fit? | Permission to move toward a consultation. |
Define fit before automating
Write down what qualifies a lead and what excludes them. A positive tone is not evidence that someone meets the criteria. Store the answers that matter for your process, and separate “unknown” from “no”.
- Required: the problem your offer solves and the conditions for joining.
- Optional: details a closer would like to know but that do not block a useful conversation.
- Exclusions: unsupported goals, an unsuitable service request or circumstances requiring a specialist.
- Human handoff: complaints, uncertainty about eligibility, negotiated terms and explicit requests for a person.
Use the context already in the message
The example below illustrates how to avoid asking a lead to repeat themselves. It is not a transcript or a claim about customer results.
Measure fit, not just replies
Count unique eligible lead conversations over a defined period. Track how many became confirmed bookings and how many attended with the required fit. A high reply count can hide poor qualification.
Review a sample of accepted and rejected leads. Look for repetitive questions, incorrect prices, premature booking links and missed requests for a human. Improve the instructions from those findings.