--- title: "Lead qualification questions and logic" description: "Qualification is the whole point of the funnel. Ads bring everyone; the client's sales team only wants the ones worth a call." canonical_url: https://chatfuel.com/docs/for-agencies/lead-qualification-questions-and-logic markdown_url: https://chatfuel.com/docs/for-agencies/lead-qualification-questions-and-logic.md last_updated: 2026-08-12 lang: en site: https://chatfuel.com/docs llms_txt: https://chatfuel.com/llms.txt --- # Lead qualification questions and logic Qualification is the whole point of the funnel. Ads bring everyone; the client's sales team only wants the ones worth a call. Qualification is the whole point of the funnel. Ads bring everyone; the client's sales team only wants the ones worth a call. The bot sits in between and finds out a handful of things about every new lead — then hands the conversation to a human with the answers already collected. Your job as the agency is to pick the *right* handful for each client's business. In the product, qualification is two settings on the [automation](https://chatfuel.com/docs/ai-features/automations): **Collect contact info** holds the fields the bot fills in for every lead ([how the setting works](https://chatfuel.com/docs/ai-features/how-to-collect-contact-info)), and **Additional instructions** holds the conversational rules for how it asks. Set them on **Main bot** to qualify every lead the same way — or override them on one source, so leads from a particular ad campaign get their own extra questions while the rest of the traffic keeps the defaults. You can edit both at **Fuely AI** → **Automations** or by telling the AI Co-Worker what you want; the advice below is about *what* to put there. ## How many fields? [#how-many-fields] As many as the client's sales process needs — there's no limit. Three is the recommended starting point: enough answers to tell "ready to buy" from "just looking", and short enough that a lead on WhatsApp actually finishes. But if the client's sales team genuinely can't prioritize a lead without five, ten, or twenty data points, add them all. Just price it in: every extra question costs completion, so start lean, watch real conversations, and extend where the sales team keeps asking for a missing detail. Pick fields that map to how the client's sales team already decides who to call first. Ask them: *"When a new inquiry comes in, what do you need to know to prioritize it?"* Their answer is your field list. ## Field sets that work, by niche [#field-sets-that-work-by-niche] Proven starting points — pick the set that matches how your client sells: | Client's niche | Set A | Set B | | ---------------------- | --------------------------------------- | --------------------------------------------------------- | | **Real estate** | District, budget, timeline | Property type, buy-to-live or invest, financing | | **Beauty / clinic** | Service wanted, preferred date, budget | Service wanted, main concern, new or returning client | | **Courses / coaching** | Goal, current level, timeline | Goal, budget, why now | | **E-commerce** | Product interest, budget, delivery city | Product interest, size or variant, gift or for themselves | | **Anything else** | What they need, budget, timeline | What they need, location, urgency | Set A leans toward logistics (can we serve them, when); Set B leans toward intent (how serious are they). Either beats improvising. ## How the bot asks [#how-the-bot-asks] The AI doesn't run a questionnaire — it qualifies inside a natural conversation, following rules written into the automation's **Additional instructions**: * **One question per message.** Ask the district, wait for the answer, then ask the budget. Stacking all three into one message reads like a form and kills response rates. * **Intent first.** The opening question is "what are you looking for?" — not a demographic probe. Leads answer questions about themselves much more willingly once they've said what they want. * **Personal questions come with a why.** Before asking budget or financing, the bot frames it: *"so I can suggest options that fit your situation."* * **WhatsApp register.** Short messages, one or two sentences, mirroring the lead's tone — not "Please provide your requirements." When the Co-Worker sets up qualification, it writes these rules in for you; you can read and adjust them any time in the automation's **Additional instructions**. Either way, *test* them: play a lead in the [Test chat](https://chatfuel.com/docs/ai-features/how-to-test-your-automation) and check the conversation feels like chat, not paperwork. ## What happens when all fields are collected [#what-happens-when-all-fields-are-collected] The moment the bot has all the answers, the **Switch to human** rule fires: 1. The chat moves to the client's **team inbox** — out of the bot's hands, into a human's. 2. The lead arrives with the collected fields on their profile plus their last message — e.g. *District: Centro. Budget: $200k. Timeline: 3 months. Last message: "can we schedule a viewing?"* 3. The **Chatfuel mobile app** pushes a notification the moment a qualified lead lands, so whoever owns follow-up — the client's salesperson or your account manager — replies while the lead is still warm. No scoring thresholds to tune: qualified means "all fields collected", and the bot won't hand off before that. If qualified leads aren't landing in the team inbox, [Troubleshooting the qualification bot](https://chatfuel.com/docs/for-agencies/troubleshooting-the-qualification-bot) has the fix. **Note:** setting it up takes one sentence. In the **"Set up WhatsApp"** onboarding, the Co-Worker proposes ready-made field sets tailored to the client's business — drawn from [the business info you uploaded](https://chatfuel.com/docs/for-agencies/uploading-client-business-info) — and you pick one or name your own fields. To change them later, edit **Collect contact info** on the automation, or just tell the Co-Worker: *"Change the qualification questions to service, date, and budget."* Either way, the fields and the handoff rule update to match.