Capturing your outcomes

Martin uses Lead Statuses to help you track and manage the conversation with your prospect. To determine the correct Status, it’s important to know the outcome of each of your contact attempts. Martin makes this easy by providing a consistent process to capture these outcomes.

The focus is on understanding whether the conversation progressed the lead toward a purchase and if not, why not. You are presented with a group of buttons presenting the broad Outcome Groups. After pressing a button, you’re presented with a drop-down menu to collect a more specific Outcome. You’re then asked to set up the Next Action to keep things moving.

1. Progressing

  • The customer is ready to move forward in the process.
  • A drop-down menu will prompt you to select the Stage they are moving to
  • You can skip stages

2. Still thinking

  • The customer is still engaged but not yet ready to progress
  • A drop-down menu will prompt you to select a reason for this
  • It’s also helpful to add extra context in your sales note

3. Go back

  • The customer is still engaged but not yet ready to progress
  • A drop-down menu will prompt you to select a reason for this
  • It’s also helpful to add extra context in your sales note

4. No contact

  • You were unable to reach the prospect
  • Selecting this button takes you straight to the Next Actions screen

TIP: When you capture ‘no contact” Martin automatically sends a missed call SMS to your client on your behalf. See Missed Call SMS for details.

5. Exiting

  • The customer is exiting the process
  • A drop-down menu will capture the reason for this
  • This will close the lead

Please note

While this Closed Lead will no longer show in your active lead list, it can be found using your filter. For more see Filtering Leads.

6. Flag problem

  • This is not a genuine enquiry
  • There are many reasons for this including duplicate leads or spam
  • Capture the issue with the lead in the drop-down

Problem Leads are generally not recorded in sales performance data as they could unfairly reduce a sales person’s conversion statistics. But the percentage of leads flagged is monitored separately to make sure that leads are not being unnecessarily rejected.