CRM: Lead, Prospect & Client

TIP: You should take a minute and evaluate if you might be best off running in "Company First" mode. to understand what Company First Mode is.

CLICK HERE to read about Company First Mode

What do these Roles mean?

Contacts are divided into three basic types: Leads, Prospects, and Clients.  The Role of a Contact indicates what they currently are in your "sales funnel".

LEAD: A Lead is a potential Client whom you’ve met and exchanged contact information with, but there are currently no concrete business plans in the works. Leads do not have login credentials for your platform Portal. 

PROSPECT: The next step after a Lead is a  Prospect. A Prospect has moved one step further in your sales funnel, and is essentially a Lead who also has the ability to log in to your platform. This level allows you to share private sales and promotional material, private messages, Estimates, Proposals, and other resources that might be appropriate at this stage.

CLIENT: When the Contact officially reaches the point of actually doing business with you, the Prospect can then be converted to a Client. After a Contact's role is established as Client, they can be sent Invoices, and can be assigned to Projects.

Moving through the Sales Funnel

CONVERTING A LEAD: After you've had some interactions with a Lead and they've shown promise, or perhaps they have confirmed that they'll start doing business with you, you can move them to another Role.

Navigate to CRM > Contacts.

Use the Options menu button to convert the Lead to either a Prospect or a Client.

CONVERTING A PROSPECT: If you've been successful with a Prospect and they've confirmed that they'll start doing business with you, you can convert the Prospect to a Client. Use the Options menu button to convert the Prospect to a Client.

IMPORTANT: You can only convert Contacts in a progressive manner (Lead > Prospect > Client). Therefore, you cannot change a Client into a Lead/Prospect, or a Prospect into a Lead.

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