Following up leads · ASRR Tech
How do you prioritise leads?
Use concrete urgency, agreed deadlines and a suitable need. Make priority explainable and avoid focusing only on the newest enquiry.
A practical example
An existing prospect decides tomorrow while a new enquiry is still exploring.
This is an illustrative situation for assessing your own process.
Checklist for your team
- Choose priority criteria.
- Check customer commitments.
- Review the queue.
What does success look like?
Employees can explain why a record is a priority today.
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.