Next Action, Next Date, Every Lead
The salesperson who met that family has left the company. His phone went with him, and so did the reason the buyer was waiting until March.
Why leads go quiet
Nobody decides to drop a buyer. A call goes unanswered on Tuesday, the weekend brings eleven new enquiries, and by the time anyone thinks of him he has booked elsewhere. A date on a follow-up is the only thing that survives a busy Saturday.
How a follow-up is kept
One next action per lead
Call back after the loan sanction. Or send the floor plan, or fix a second visit for the wife who has not seen the flat. Whatever it is, it carries a date and a person who owns it.
What was said last time
Each follow-up adds a line to the lead’s history. Whoever picks it up next reads the conversation instead of starting the whole thing again.
Overdue is a list, not a feeling
A follow-up past its date shows on the salesperson’s screen first thing. It stays there until it is done or the lead is closed as lost.
Closed, and why
Budget, location, chose another project, stopped responding. What gets written when a lead is closed tells you more over a month than the enquiry count does.
What a sales head checks
This screen exists for the Monday review, and for the week a salesperson resigns.
- Follow-ups overdue, salesperson by salesperson
- Site visits with no call-back after three days
- Leads untouched since the day they were assigned
- Leads closed as lost, and the reason given
- Reassignment when somebody leaves, with the history going across
Frequently asked questions
Does it call or message the buyer by itself?
No. It puts the call on your salesperson’s list with a date against it. A buyer choosing a home wants a person on the phone, and an automatic message on day three is not that person.
What happens to a lead when a salesperson resigns?
His leads are reassigned with their history intact. The new person reads what the buyer actually said, including the unit he liked and what he was waiting for.
Can two people follow the same lead?
One person owns it, which is rather the point. Others can see it and add a note, and the sales head can reassign. Duplicate phone numbers are flagged, so one buyer does not become three leads with three owners.
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