Tire Kicker Management 101

Do you have prospective customers who find you on the Internet and call asking  all sorts of free “quick questions”?  These are often people who’ve dropped maintenance, dropped their consultant and are moving to another solution  – but have one quick question.

Do they want the bottom of the barrel service level with no pre-planning yet they keep sending questions outside of the scope of what they’ve requested.

I found a 100% foolproof method to get around this. I call this the Schulz Qualifying System (SQS) for short.

Send them a proposal with an invoice. You’ll never hear from them again. Works every time for me.

Wayne Schulz is a consultant who writes about the ERP industry and technology related news.