What Should Happen to a Lead as Soon as It Comes In?

As soon as a lead comes in, it should be directed to a secretary or a designated team member within your company who handles the initial screening. This person is responsible for asking follow-up questions to better understand the lead’s specific needs.

Full Explanation

When a lead is generated, immediate attention is crucial to ensure the best chance of conversion. The first step is having a dedicated individual—often a secretary or another team member—take charge of the new lead by conducting an initial screening. This process allows your company to quickly assess who the lead is and what they are looking for. By asking follow-up questions, this person gathers essential information that clarifies the lead’s needs and helps direct them to the appropriate resources or department within your business.

Step-by-Step Breakdown

Lead Arrival: A new lead enters your system through any channel.
Initial Assignment: The lead is immediately passed to a secretary or designated staff member responsible for screening.
Follow-Up Questions: The screening person asks targeted questions to understand the lead’s requirements and circumstances.
Information Gathering: The responses are collected to prepare for the next steps in the sales or support process.

Real Examples

Although specific examples are not detailed, the process involves a dedicated individual managing incoming leads, conducting a brief interaction to discover what the lead truly needs, and ensuring they receive tailored attention based on their responses.

Common Mistakes

Failing to assign someone to screen leads immediately, causing delays.
Not asking follow-up questions, resulting in missed opportunities to understand the lead’s needs.
Ignoring the importance of initial screening and rushing leads directly to sales without qualification.

FAQs

Why should a lead go to someone for initial screening?

This ensures the lead is properly qualified and their needs are understood before moving forward in the sales process.

Who is the ideal person to conduct the initial screening?

A secretary or any staff member trained to ask relevant follow-up questions and gather important information about the lead.

What is the purpose of the follow-up questions?

The follow-up questions aim to clarify what the lead requires, helping your team prioritize and personalize the next steps.

Key Takeaways

Immediately assign new leads to a dedicated person for initial screening.
Use follow-up questions to gather detailed information about the lead’s needs.
Proper screening improves lead qualification and enhances the sales process.