20+ Pre-Call Questions to Filter Low-Intent Leads

Not all leads are created equal. Some are serious buyers ready to invest, while others are just browsing, curious but non-committal, or simply not a good fit for your high-ticket offer.

Without a qualification process, you risk wasting time on calls with leads who:

• Have no budget to invest.

• Are not ready to take action.

• Do not have a strong enough problem that your offer solves.

• Expect results without effort.

By implementing a pre-call qualification system, you ensure that only high-intent leads make it to your calendar while others are guided into a nurture sequence or presented with a downsell option.

Setting Up Your Lead Qualification Process

Step 1: Use a Pre-Call Screening Form

Before someone books a call, they must fill out a lead qualification form with strategic questions that filter out low-intent leads.

You can set this up using GoHighLevel, Typeform, or a form embedded in your scheduling tool (Calendly, Acuity, etc.).

Step 2: Segment Leads Based on Their Answers

• Highly Qualified Leads (A-Grade): These leads meet all key criteria (budget, urgency, problem-solution fit). They proceed to book a call.

• Moderately Qualified Leads (B-Grade): These leads show some intent but may have minor objections (e.g., budget concerns). They may be encouraged to book but with additional prep materials sent before the call.

• Low-Intent Leads (C-Grade): These leads are either unfit, not ready, or simply information seekers. Instead of offering a call, they are placed into an automated nurture sequence or presented with a downsell offer (e.g., an online course, group coaching, or a free training video).

Step 3: Automate the Process

Use a CRM like GoHighLevel or an automation tool like Make.com to trigger the appropriate next steps based on their responses:

• If qualified → Proceed to booking page.

• If moderately qualified → Route to a different call link with limited availability or send additional pre-call content.

• If unqualified → Redirect to a nurture funnel (email sequence, webinar, self-paced course, etc.).

20+ Pre-Call Qualification Questions

Use these questions strategically in your booking process. They are categorized based on key qualifying factors: Budget, Urgency, Problem-Solution Fit, Readiness, and Expectations.

Budget Questions (To Identify If They Can Afford Your Offer)

1. "Have you allocated a budget for [coaching/consulting service]?"

2. "What’s your monthly/yearly budget for solving this problem?"

3. "Are you willing to invest [$X - $Y] in achieving your [desired outcome]?"

4. "If we find a solution that fits your needs, are you financially prepared to move forward?"

5. "How much have you already invested in trying to solve this problem?"

Urgency Questions (To Gauge How Soon They Need a Solution)

1. "On a scale of 1-10, how urgent is it for you to fix [problem]?"

2. "What’s the biggest consequence of not solving this now?"

3. "How long have you been trying to fix this issue?"

4. "What happens if you don’t take action in the next 3-6 months?"

5. "Are you committed to making changes within the next 30-60 days?"

Problem-Solution Fit Questions (To Ensure They Need What You Offer)

1. "What is your #1 challenge related to [specific problem your offer solves]?"

2. "What have you tried before to fix this? What worked, what didn’t?"

3. "What’s stopping you from achieving [desired outcome] right now?"

4. "Are you looking for a done-for-you, done-with-you, or DIY solution?"

5. "What does success look like for you in the next 6-12 months?"

Readiness Questions (To Assess If They’re Ready to Take Action)

1. "Are you the sole decision-maker, or do you need to consult someone else before making a commitment?"

2. "How committed are you to solving this problem?"

3. "How much time per week can you commit to implementing this solution?"

4. "Do you have the necessary resources (time, support, financial ability) to follow through?"

5. "Are you ready to start working together if we determine it’s a good fit?"

Expectation Management Questions (To Filter Out Unrealistic Clients)

1. "What specific results are you expecting from this program?"

2. "Are you open to coaching and feedback, or do you prefer a step-by-step blueprint?"

3. "Have you worked with a coach or consultant before? What was your experience?"

4. "What’s your preferred learning and implementation style? (Hands-on, guidance, self-paced)"

5. "How will you measure success in working together?"

What Happens to Disqualified Leads?

Not every lead will be the right fit for your coaching or consulting offer. Instead of simply turning them away, here’s how you can monetize and nurture them effectively:

1. Route Unqualified Leads into a Nurture Sequence

If a lead is not ready now but might be in the future, place them into a lead nurture funnel.

• Automated email sequences can educate them further about your methodology and build trust over time.

• Send them free content (blog posts, case studies, webinar replays, etc.) to keep them engaged.

• Offer a low-commitment action, such as joining your free Facebook group or watching a pre-recorded training.

2. Present a Downsized Offer

For those who are a poor fit for your high-ticket offer but still interested, direct them to a more accessible option, such as:

• A self-paced online course at a lower price point.

• A group coaching program instead of 1-on-1 sessions.

• A workshop or training bundle that provides immediate value.

• An affiliate referral to a complementary service provider that better fits their needs.

3. Politely Disqualify Leads That Are Not a Fit

If a lead is clearly not a match (wrong audience, unrealistic expectations, unwilling to invest), send a professional but firm rejection email:

By implementing a solid lead qualification system, you’ll:

• Save time by only speaking with serious buyers.

• Increase conversions by ensuring every call is with a high-quality lead.

• Grow your revenue by nurturing or downselling unqualified leads instead of losing them entirely.

This small tweak in your sales process can dramatically improve your efficiency and help you close more deals with less effort.