Promoting a Lead to a Prospect
After completing this lesson you should be able to:
- Define when a Lead can be promoted to a Prospect.
- Enter relevant Prospect details.
- Save the record
Scenario: You qualify a Lead who has expressed an interest in a sales tour of your site. This is the trigger to promote to a Prospect and add any extra information which will help you close a sale when they visit.
Your main objective concerning Lead Records is to qualify them so that time and money is not wasted with Leads that have little or no sales potential. This involves asking certain questions that will enable you to assess:
Does the Lead fit your target market?
Are they ready to buy now?
If the answer to both questions is 'yes', then you may decide to promote them to a Prospect. When you promote a record all existing fields, notes and histories are retained, but you will probably see the information in a different layout with extra fields and tabs displayed. This is because a Lead record only contains a bare minimum until you are sure they have enough potential to move to a Prospect.