--- title: "Qualification Rules" description: "Qualification rules automatically filter out prospects who don't meet your criteria, saving you time by preventing unqualified leads from booking calls." url: https://help.salescal.ai/en/articles/9-qualification-rules collection: "Events" updated: 2026-10-19 language: en --- # Qualification Rules Qualification rules automatically filter out prospects who don't meet your criteria, saving you time by preventing unqualified leads from booking calls. ## How Qualification Works 1. Prospect fills out your booking form 2. When they click "Continue", the system evaluates qualification rules 3. If any rule matches with a "disqualify" action → prospect sees a rejection message 4. If no rules match → prospect proceeds to select a time slot ## Creating Qualification Rules 1. Go to your event's **Qualification Rules** section 2. Click **Add Rule** 3. Configure the rule: - **Field**: Select which form field to evaluate - **Operator**: Choose the comparison type - **Value**: Enter the value to compare against - **Action**: Currently "Disqualify" (more actions coming) 4. Click **Save** ## Operators

Operator	Description	Example
equals	Exact match	Budget equals "Under $1,000"
not_equals	Does not match	Industry not_equals "Target Industry"
contains	Includes the text	Company contains "competitor"
not_contains	Does not include	Goals not_contains "free"
greater_than	Numeric comparison	Team Size > 100
less_than	Numeric comparison	Revenue < 10000

## Rule Examples ### Budget-Based Disqualification Disqualify prospects with insufficient budget: - **Field:** Budget - **Operator:** equals - **Value:** Under $5,000 - **Action:** Disqualify ### Company Size Filter Only accept larger companies: - **Field:** Number of Employees - **Operator:** less\_than - **Value:** 10 - **Action:** Disqualify ### Industry Filter Exclude certain industries: - **Field:** Industry - **Operator:** equals - **Value:** Competitor - **Action:** Disqualify ### Timeline Filter Disqualify prospects not ready to buy: - **Field:** Timeline - **Operator:** equals - **Value:** Just researching - **Action:** Disqualify ## Multiple Rules When you have multiple rules: - Rules are evaluated in order - The **first matching rule wins** (evaluation stops) - If no rules match, the prospect qualifies **Example:** You have two rules: 1. Budget equals "Under $5,000" → Disqualify 2. Timeline equals "6+ months" → Disqualify A prospect with "Under $5,000" budget is disqualified by Rule 1, even if their timeline was acceptable. ## Rule Order To reorder rules: 1. Drag and drop rules using the handle icon 2. Place most important disqualification criteria first 3. Order is saved automatically ## The Disqualified Experience When a prospect is disqualified, they see: - A message explaining they don't qualify - The calendar remains disabled - They cannot select a time slot The disqualification message is: _"Unfortunately, there are no available times that match your requirements."_ ## Disqualified Lead Tracking Disqualified prospects are still tracked: - Lead record is created with `is_qualified: false` - Disqualification reason is recorded - Appears in your Leads list with "Disqualified" status - If GoHighLevel is connected, synced with "disqualified" status ## Enabling/Disabling Rules Toggle individual rules on or off: 1. Find the rule in your qualification rules list 2. Click the toggle to enable/disable 3. Disabled rules are ignored during evaluation Use this to temporarily suspend rules without deleting them. ## Best Practices ### Start Conservative - Begin with 1-2 clear disqualification criteria - Monitor leads to identify patterns - Add more rules based on data ### Use Dropdown, Radio, or Yes/No Fields - Rules work best with predefined options - Yes/No fields are a great fit for binary qualifiers ("Have you invested in coaching before?") - Avoids typos and variations in free-text responses - Makes analysis easier ### Balance Qualification - Too strict = miss good leads - Too loose = waste time on calls - Review disqualified leads periodically ### Clear Field Labels - Make qualification questions clear - "What's your budget for this project?" not "Budget?" - Prospects should understand what's being asked ## Common Patterns ### B2B Qualification 1. Company size (disqualify if too small) 2. Budget (disqualify if below minimum) 3. Decision timeline (disqualify if too far out) 4. Industry (disqualify competitors or non-fit industries) ### High-Ticket Services 1. Revenue/budget verification 2. Business maturity stage 3. Urgency level 4. Existing solutions in place ### Coaching/Consulting 1. Commitment level 2. Investment readiness 3. Specific challenges (must have problems you solve) 4. Current situation fit ## Troubleshooting ### Rule Not Triggering - Verify the field value matches exactly (case-sensitive for equals) - Check that the rule is enabled - Ensure the field is in a step before the Continue button ### Too Many Disqualifications - Review the rule logic - Check if values match expected responses - Consider using "contains" instead of "equals" for flexibility ### Prospects Bypassing Rules - Ensure all qualification fields are required - Verify rules cover all disqualifying response options ## Related Guides - [Custom Form Fields](https://help.salescal.ai/en/articles/6971f0f407a55ac789b74556.md) - Set up fields for qualification - [Lead Grading](https://help.salescal.ai/en/articles/6971edb9a951f7764a484f82.md) - Score qualified leads - [Managing Leads](https://help.salescal.ai/en/articles/6971f424a951f7764ab0e99a.md) - View disqualified leads