You may be asking: How do I determine whether a new buyer enquiry qualifies as a prospective customer? Here is where effective systems really come into their own – systematic review, checking, categorisation, identification, prioritisation and status-tracking mechanisms ensure that every lead is thoroughly evaluated and assigned to the appropriate stage of the sales pipeline. This approach improves lead quality and enables personalised follow-up strategies.
1) New Enquiry Review
Conduct an initial assessment of newly captured enquiries to determine their relevance and potential as leads.
2) Enquiry Record Checking
Verify the accuracy and completeness of information in the enquiry records to ensure a reliable foundation for the qualification process.
3) Enquiry Categorisation
Sort and classify enquiries based on predefined criteria to streamline the qualification process and tailor subsequent actions.
4) Enquiry Identification
Identify key attributes and behaviours that indicate a prospect’s likelihood to become a qualified lead.
5) Enquiry Prioritisation
Assign levels of importance or priority to each enquiry based on predefined criteria, optimising resource allocation.
6) Enquiry Status
Track and update the status of each enquiry in real-time, providing a clear overview of the progress and allowing for timely adjustments.
7) Performance Reporting
Record and report on performance of each component. Monitor the reporting dashboard and check for warning signals that may indicate a drop-off in performance at a specific stage of the process.