Your "A" prospects are the ones who are looking for the benefits that you excel at and can prove it with case histories and testimonials.

Your "B" prospects are the ones you often are a good fit for, but not always.

Your "C" prospects are the ones your competition is a better fit for.

Whoever is assigned the responsibility of sorting through the leads must be given clear criteria for assigning "A", "B", and "C" grades.

2. Qualifying Leads.
You don't have time to waste on "C" prospects, "B" prospects who aren't a good fit, nor "A" prospects who are married to your competition.

When you call on your prospect, get right to the heart of the matter. Tell them that as valuable as their time is to them, your time is to you. If they are willing to answer a couple of questions honestly, it may save both of you considerable time. Test their fit to the quality and style of the service you provide.

If they aren't going to value your services sufficiently, politely inform then you are not interested in their work and be on your way.