Deal Qualifier Scorecard — Deals Over Clients

How to use this: Score each criterion based on what you actually know about the prospect right now — not what you hope is true. Answer all 8 questions to see your rating. This is a guide, not a guarantee. Some things only reveal themselves after the work starts.

List Age & Activity

Not just size. How old is the list, and when was it last mailed?

Standard

Mailed in the last 2 weeks — active buyer list 3 pts Mailed in the last 60 days — mixed engagement 2 pts Haven't mailed in 6 months — dormant 1 pt

Offer Proof

Can they show real results? Numbers, case studies, actual receipts. A list without a converting offer is just a database.

High

Multiple case studies with documented revenue numbers 3 pts Some testimonials, but no hard numbers 2 pts Little to no documented proof 1 pt

Backend Depth

Is there more to sell after the front-end? A single product with no upsell path limits what any campaign can generate.

Standard

Multiple offers + upsell path exists 3 pts One additional offer exists 2 pts Single offer only — nothing else to sell 1 pt

Revenue History

"My audience loves this" is not the same as "I've sold $300k worth of this." Have they actually sold this offer before?

High

Sold this offer before — documented track record of sales 3 pts Some sales history — inconsistent or limited 2 pts Never sold this offer before, or unknown 1 pt

Control Signals

How do they communicate before any work starts? Small decisions that turn into long negotiations are a preview of every campaign decision.

Heaviest

Collaborative, fast decisions, easy to reach, delegates naturally 3 pts Somewhat guarded — some conditions attached, reasonable overall 2 pts High-maintenance, micromanaging tendencies, slow or conditional 1 pt

Audience Affinity

How much does the audience love and trust this expert? High affinity means their recommendation carries real weight with their list.

Standard

Audience loves the expert — lots of social engagement & community 3 pts Audience is so-so about the expert — little social engagement, no community 2 pts Audience doesn't engage — no engagement & no community 1 pt

Partner Responsiveness

How fast do they reply? Slow and flaky before the deal usually means slow and flaky during the campaign.

Standard

Replies same day or within 24 hours consistently 3 pts Replies within 2–3 days 2 pts Slow, inconsistent, or hard to pin down 1 pt

Deal Upside Potential

Based on list size and average transaction value, what's the realistic revenue ceiling for this campaign?

Standard

$200k+ realistic upside 3 pts $100k to $199k realistic upside 2 pts $50k to $99k realistic upside 1 pt

Your Result

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/ 60

No-Go Caution Go

Score all 8 criteria to see your rating.