How do you tell whether a new lead is a good fit?
A good-fit lead needs what you actually offer, is somewhere you serve, wants it on a timeline you can meet, and expects something you can deliver. A few short questions on the first reply or call will usually tell you, and asking them early saves both sides time.
Questions that usually tell you
- What are you looking for help with?
- Where are you, or where is the work?
- When do you need it?
- What would a good result look like for you?
- Have you worked with someone on this before, and how did it go?
Signs of a good fit
- The need matches a service you are good at.
- The timing and location work for you.
- Their idea of a good result is something you can honestly deliver.
- They are ready to talk about next steps.
Saying no kindly
If it is not a fit, say so quickly and politely, and point them somewhere better if you can. A fast, honest no can leave a good impression, and sometimes comes back as a referral.
Record the outcome
Note whether each lead was a fit and why not when it was not. Over a few months, that shows which sources bring good-fit leads and which bring mostly the wrong ones.
Related answers
- How should you follow up with a lead that goes quiet?
- What is a lead system, and does a small business need one?
- How do you track leads that come in by phone?
Lead systems and lead tracking
A lead that waits a day goes cold, and a lead with no source teaches you nothing. Ascent Vision fixes both.