Following up leads · ASRR Tech
How do you close a lead properly?
Record the outcome and reason and deliberately close remaining actions. Separate possible future contact from an active sales journey.
A practical example
A prospect chooses another solution but may compare again next year.
This is an illustrative situation for assessing your own process.
Checklist for your team
- Record the outcome.
- Close actions.
- Record any future review.
What does success look like?
The record no longer counts as active without a concrete next step.
Test this with a recognisable record and have a colleague review the outcome. Note missing information or decisions. Use that finding to improve a working agreement before applying the process more broadly.
Following up leads: the wider process
Follow-up works when a record has an owner, a specific next action and an agreed time. A status alone does not tell a colleague what to do. Describe an action with a verb and an outcome: call to arrange an intake, or check that a quotation arrived. Respect the customer’s contact preferences. Agree which situations take priority and when contact should end. Review a small sample of open records regularly to see whether the process works beyond the ideal journey.