Agree what makes an enquiry suitable, who takes it forward and how sales reports the outcome. Give both teams the information to improve targeting, follow-up and the chances of winning the work.
Two teams can use the word lead and mean different things. Marketing may be counting a completed form while sales is thinking of a customer with a suitable project and a realistic intention to proceed. We work through actual examples together and agree the information that distinguishes an enquiry, a qualified opportunity and a quotation. The definitions need enough detail to be useful and enough simplicity for people to apply them during a busy day.
Someone has asked a question or asked to be contacted.
What has to be known
A suitable project, in your area, with a realistic intention to proceed.
What has to be known
A priced proposal the customer is actively considering.
What has to be known
A typical set of definitions. Yours are agreed with your own sales and marketing teams, using real enquiries.
An opportunity lost on price raises different questions from a project outside your territory or work you can’t schedule. Recording those reasons helps marketing adjust the message, targeting or qualification. We establish a review that looks at source, suitability and progress together, using information your team can collect reliably. The discussion should end with a useful action for acquisition or follow-up. Reporting has to fit the working day if it’s going to remain useful.
The targeting is reaching the wrong places.
Adjust campaign locations and how the service area is described.
Buyers are comparing mainly on cost.
Strengthen the value argument, or qualify budget earlier.
Demand is arriving when capacity isn’t there.
Move spend, or change when the offer runs.
The response is too slow, or nobody owns it.
Agree an owner and a response time for each source.
The reasons worth recording depend on your business and what your team can reliably capture.
The person responding needs to know what prompted the enquiry, what the customer wants and what has already been said. The team also needs an owner and a sensible next action. We agree that handover with the people doing the work, including what happens when a customer can’t be reached, needs technical advice or isn’t ready to proceed. Covering those ordinary exceptions makes the process much easier to maintain than assuming every contact moves directly to a quotation.
Partnering with Purplex has been one of the best decisions we’ve made.
Turkington needed enquiries while its search presence developed. Following consultation with the business, Purplex combined paid campaigns with improvements to the existing website, and UX specialists simplified the route to an online quote. Targeted SEO, content and social activity built the position over the longer term.
The work can include joint workshops, lead-stage definitions, handover responsibilities, feedback and reporting requirements. We can also recommend CRM or automation changes where they help. The process comes first; software implementation is scoped around what the team needs it to do.
CRM and lead-management supportMarketing analytics and measurementLeadTracker
If your question isn’t here, call 01934 808132 or email [email protected].
It can inform one, but the first job is agreement about the process. We can work with your existing system or scope changes once the team knows what information and behaviour it needs.
The people who handle enquiries and the people who generate them: usually a sales manager, someone who responds to enquiries day to day and whoever runs marketing. The process has to suit their actual capacity, so they need to shape it.
Often enough to act on what they find, and on a rhythm the team can keep. The review looks at source, suitability and progress together, and it should end with a useful action for acquisition or follow-up.
A specialist looks at how your marketing brings in enquiries and shows you where they’re leaking.
Tell us what you need and where it’s stuck. We’ll come back to you within one working day with the right person for the job.
A specialist replies within one working day. You’ll hear from someone who knows construction, building products and home improvement.
When sales and marketing see the results differently, it helps to examine the enquiries together. Tell us where the difficulties arise.
01934 808132[email protected]The work can include joint workshops, lead-stage definitions, handover responsibilities, feedback and reporting requirements. We can also recommend CRM or automation changes where they help. The process comes first; software implementation is scoped around what the team needs it to do.
It can inform one, but the first job is agreement about the process. We can work with your existing system or scope changes once the team knows what information and behaviour it needs.