A-Assist Fit

Pre-Qualification isn't the final step. You've piqued their interest, but now you need to assess whether the product fits their needs. If you don't get this right, they may start having doubts about the decision, leading them to back off.
It's all about the right match. You've navigated their needs, so now you need to show them how the product aligns with those needs, making it clear that it's the right solution for them.
It's a domino effect. Each step in the process leads to the next. You started with interest, navigated their needs, and pre-qualified them. AssessFit is the key to moving them from interest to action.

Keep It Simple: At this stage, you're not diving deep into the product. Focus on guiding them to the simplest option that meets their needs. Over-explaining or getting into the weeds can lead to confusion.
Use the Right Resources: Direct your prospect to a specific site, not the overwhelming company site. The site should be simple, easy to navigate, and should contain the most relevant information for beginners. The idea is to get them comfortable enough to explore on their own later.
Guided Exploration: During the call, both you and your prospect should open the site on your phones. Walk through it together. This allows them to become familiar with the site's layout and resources, like webinars or recordings, which they can refer back to later without needing constant help.

If you feel there are aspects of the product or conversation that may need further clarification, ask permission to bring in a third party. Here's how you could frame it: "Hey, I'd like to have someone on standby just in case there's something you're concerned about that I may not understand yet. This person has been a big part of my journey and has guided me to success. They could really help us assess the right fit for you with the product, but I'd like to make sure you're comfortable with that first. Would that be okay?"
This approach ensures your prospect doesn't feel pressured or overwhelmed by a stranger. It also reassures them that this third party is part of a support system, someone who has already helped you succeed and will help them succeed too, just as you are.
By asking for permission and edifying the third-party, you're setting them up as a knowledgeable resource who can assist without taking over the conversation. This gives your prospect peace of mind and confidence that they're being guided by a support team.

Avoiding Doubts: When your prospect receives guidance and feels confident about the product, they're less likely to have doubts or get swayed by negative influences later (from loved ones or others).
Building Confidence: When prospects see that they don't have to know everything to get started, it encourages them. It also shows them that there's a support system in place.
Eliminating Confusion: Paper information or too many details don't guide a prospect effectively. You need a tool that responds back to them---like a website or video---that helps them understand the product without feeling overwhelmed.

Encourage Action: Once they've explored the site and seen the options, guide them to take the next step. This might mean setting up another conversation or letting them digest the information before making a decision.
Equip Them for Future Conversations: Most prospects will go home and share what they've learned with someone close to them. It's important to make sure they're armed with the right information that will help them explain it accurately.
Validate Their Questions: Expect follow-up questions, and be ready to answer them, but remind them that they don't have to make a decision immediately. Giving them the right resources will help them when they come back with questions.

Support System: Make sure they understand that if they choose to move forward, they're not doing it alone. There's a team and a support system ready to help them at every step. This is essential for new students who might feel uncertain or overwhelmed.

Remember, assessing fit isn't just about matching a product to a need, it's about helping your prospect feel confident, reassured, and supported. You're not pushing them to buy, but guiding them to the right fit so that when they're ready, they can make an informed decision. Take your time, be patient, and let the tools---like the website and the support system---do the heavy lifting.

Assess Fit