Agree on the call before you build the list.

Without agreed criteria, you and an outreach partner can use the same word—“qualified”—to mean different things. One person may focus on location, another on project size, and someone else on timing. Decide the basic fit, commercial fit, and urgency together before the prospect list is built, cold emails are personalized, or follow-ups begin.

That agreement gives you a common reference for selecting prospects, preparing for conversations, and discussing whether a booked call met the definition. It also makes edge cases easier to resolve: record what happened, compare it with the criteria, and refine the definition together if your priorities change.

• Basic fit: Is the prospect in an area you serve? Are they asking for a service you offer? Do the customer or job profile and project size match the work you want?
• Commercial fit: Is the right decision-maker available for the conversation? Does the project fit your business, and is the budget realistic for the work and your pricing?
• Urgency: Is the need for now or later? What start date or target timeline would still make the opportunity a fit?

The details will vary by business. A salon might define the service and client profile it wants to discuss; an HVAC company or contractor might focus on the service, job size, and start window; a law firm might describe the matter profile and decision-maker it needs to speak with. These are prompts to customize, not a standard definition for every company.

Replace every value with your own service area, offering, project profile, budget, decision-maker, and timeline. A criterion should describe the work and customers your business actually wants to pursue.

Write down your answers and review them with anyone who handles outreach or takes sales calls. Keep all three layers in view, and update the checklist when the work you want changes.

• □Service areas we serveList boroughs, neighborhoods, or the service radius.
• □Service types we offerName the services or project types in scope.
• □Minimum job size we will pursueSet a minimum that fits your work.
• □Minimum call duration before we follow upChoose the duration your team will use.
• □Decision-maker titles we need on the callName the roles that can discuss the project.
• □Budget minimumSet a minimum compatible with your pricing.
• □Timing or urgencyDefine the latest useful start date or timeline.

The call-duration threshold is yours to set. Decide what your team should do when a conversation is shorter than that threshold; duration alone does not have to determine whether the prospect is a fit.

A discovery conversation is a chance to understand the business, the customers it wants to reach, and what a useful call would look like. Ask open questions, listen to the answer, and clarify the fit before explaining an offer.

Current situation

Could you walk me through how you find prospects today and what happens after someone responds?

Desired future state

If your outreach were working the way you want, what kinds of prospects and conversations would you be seeing?

Cost of leaving it unchanged

If the current approach stays the same, what does that mean for your time, team, or plans for the business?

Follow up on what the owner says, then summarize the service, customer, budget, and timeline fit in plain language. Once both sides understand the need, describe how Booked may fit. If something does not line up, clarify that before moving forward.

Booked is done-for-you B2B outreach for NYC local businesses. Booked builds prospect lists, uses AI to help personalize cold emails, and manages follow-ups; you show up to the calls. Before that outreach begins, you and Booked agree on what counts as a qualified call for your business.

The published monthly option is $750/month for up to 10 booked qualified calls. “Up to 10” is a limit, not a guaranteed delivery volume, and no conversion or revenue result is promised. Pay-per-booked-call terms are also discussed against criteria agreed in advance.