Following up leads · ASRR Tech
When is an interested lead sufficiently qualified?
Define the required need, fit and next step. Enthusiasm is a signal but does not replace a concrete request and mutual agreement.
A practical example
A prospect likes the demo but has no defined use case.
This is an illustrative situation for assessing your own process.
Checklist for your team
- Describe the relevant need.
- Check practical fit.
- Agree a next step.
What does success look like?
Qualification is based on recorded conversation evidence.
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.