Not All Replies Are Equal
A positive reply means interest, not opportunity. Your job is to quickly determine:
- Are they a real fit for what you sell?
- Do they have budget and authority?
- Is the timing right?
- Is a meeting worth your time?
The Two-Step Qualification Process
Step 1: Initial Reply Assessment
When you receive a positive reply, categorize immediately:
| Reply Type | Example | Action |
|---|---|---|
| Meeting request | "Let's schedule a call" | Book immediately |
| Qualified interest | "Tell me more about pricing" | Respond, then book |
| Curious but vague | "Interesting, send more info" | Qualify before investing time |
| Timing-based | "Not now, try me in Q2" | Add to follow-up for Q2 |
| Referral | "Talk to [name] instead" | Thank them, reach out to referral |
Step 2: Quick Qualification Questions
Before booking a meeting, you often need answers:
For vague interest ("send more info"):
"Happy to share more. To send you the most relevant info, quick question: What specifically caught your attention - the [benefit A] or [benefit B]?"
For budget/authority uncertainty:
"Of course. Are you the one evaluating solutions like this, or is there someone else I should include?"
For timing questions:
"Absolutely. Is this something you're actively looking to solve this quarter, or more of a future consideration?"
Red Flags to Watch For
| Red Flag | What It Usually Means |
|---|---|
| Asking for pricing immediately without context | May be price shopping, not serious buyer |
| Very junior title responding | May not have authority or budget |
| Generic questions that don't show research | May just be curious, not buying |
| Immediate detailed RFP requests | May already have a vendor selected |
| Extreme urgency | Sometimes legitimate, often problematic |
The Goal: Get to a Call
Your objective isn't to qualify via email - it's to determine if a call is worthwhile, then get on the call.
Don't:
- Answer every question in detail via email
- Send your full pitch deck before talking
- Let email conversations drag on for weeks
Do:
- Answer enough to demonstrate value
- Suggest a brief call for detailed questions
- Move quickly (within hours, not days)
Response Templates for Common Situations
"Send me more info"
"Happy to - what specifically would be most helpful? Happy to send relevant case studies, or if easier, I could walk you through a 15-minute overview. Would [Tuesday 2pm or Wednesday 10am] work?"
"What's the pricing?"
"Pricing depends on [variable], typically ranging from $X to $Y. Would it help to have a quick call to scope this out? Can often give you an accurate estimate in 15 minutes. [Specific times]?"
"Talk to my colleague"
"Thanks for the referral! Would you mind making an intro, or should I reach out directly and mention you suggested we connect?"
Speed Matters
The faster you respond to positive replies, the higher your conversion:
| Response Time | Meeting Rate |
|---|---|
| Under 1 hour | 3x higher |
| Same day | 2x higher |
| Next day | Baseline |
| 2+ days | 50% lower |
Key Takeaway
Qualify quickly to identify real opportunities. Answer enough to earn a meeting, then get on the phone. Speed is your competitive advantage.