Qualifying Contacts
If you use the CRM Plus module and you enable the Lead Qualification feature, you can manage the entry and qualification of your contacts during the sales process in the Contacts hub.
Video: See related video below
You turn on the Lead Qualification feature in
.With this feature turned on you can do the following in the Contacts hub:
- Indicate that a contact is a new lead in the Qualified Status field. New leads are contacts with which you do not yet have a relationship but you would like to develop one.
- Determine the contact's level of interest in doing business with your firm.
- Qualify the contact and build a relationship because the contact meets your firm's requirements and is interested in doing business with your firm.
- Create a project or firm record if a qualified contact has an upcoming project for which they are accepting bids. This enables you to begin tracking the pursuit process.
- Associate a marketing campaign with the contact, project, and firm when qualifying a contact.
By creating an associated project during pursuit of a contract, you ensure continuity of data from the project's prospect stage forward.
If you determine that the contact is not worth pursuing, you can revert the contact back to a lead. You can also change the contact's status to disqualified but you must provide a reason for the change in status. Only qualified contacts can be associated with projects and firms.
Video
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Learn how to search for, create, qualify, and disqualify leads. |
- Related Topics:
- Add a New Lead
A lead is a prospect contact or unqualified contact that you plan to cultivate to help your firm find new projects. As you begin the business development process, you can add a new lead in the Contacts hub without associating a firm or other records with the lead. You can also include leads in activities and marketing campaigns. - Qualify a Contact
If a contact is interested and meets your firm's business criteria for the sales cycle, you can qualify the contact and make it available for pursuit. A contact must be qualified to associate it with a firm or project. - Disqualify a Contact
If you decide that a qualified contact is no longer a good candidate for a project, you can disqualify the contact. This keeps the contact in the database for future use. - Revert a Qualified Contact to a Lead
If you accidentally qualified a contact, you can revert the record back to a lead.