Property Types: Residential, commercial, specific types of buildings?

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Budget Ranges: What are the typical budget ranges for the projects you excel at and that are profitable for your business? Be realistic.
Geographic Service Area: Clearly define the areas you serve. Factor in travel time and costs. Expanding too far can dilute profitability.
Client Characteristics: Are there personality types whatsapp number list or communication styles you work best with? (e.g., decisive clients, collaborative clients, clients who value quality over lowest price).
Having a clear ICP allows you to quickly assess if a lead fits your business model during the call.

Develop a Flexible Script or Question Flow:
This isn't about sounding robotic or reading verbatim. It's about having a structured framework of key questions and discussion points to ensure you cover all necessary ground consistently. A good script acts as a checklist and a guide, especially when you're new to the process or handling a high volume of calls. It should include:

A professional opening.
Key qualifying questions (we'll detail these later, focusing on BANT – Budget, Authority, Need, Timeline).
Space for active listening and spontaneous follow-up questions.
A professional closing and outlining of next steps.
Prepare Your Key Qualifying Questions (Beyond Basic BANT):
While BANT is a great starting point, tailor questions to the contracting industry: