This article goes over Beehive's internal Lead Qualification Process for Referral/Network Prospects as mapped out with HarvestROI. Use this if you're unsure what to do with a new contact or company.
Note: All these processes are also mapped within this Lucidchart
New Referral/Network Lead Qualification Process
You've received a new referral or network lead - woohoo! What are the next steps? Continue reading to learn what to do.
Step 1: Ensure the Contact and Company is created within HubSpot and their company is associated to the Contact.
If you're unsure how to create contacts, please visit this help article.
Step 2: Research and Determine if Lead is Qualified
This is where you'll do some research on the lead - including (but not limited to) looking up their company information, size, employee count, revenue, and industry to determine if this is a lead Beehive would like to proceed.
If contact is unqualified: Make sure to let them know Beehive will be passing this opportunity by using this email template and set the property "Reason for Rejection" on the contact.
Step 3: Set Lead Source as Referral/Network or Direct
The lead source property can be found under the contact properties. It is a simple drop-down menu.
Step 4: (If Unowned) Assign the Contact/Company an Owner
If this contact and/or company is missing a Contact Owner, please discuss with Lisa on who should be taking care of this contact/company and assign an owner to them by visiting their record and changing the "Contact Owner" or "Company Owner" property.
Step 5: Enroll the contact in the sequence, "Referral Sequence for Discovery Meeting"
Now that we've taken care of a majority of the internal data housekeeping items above, it's time to reach out to the prospect! Please enroll them in the "Referral Sequence for Discovery Meeting" sequence. Be sure to enroll them into the sequence that has YOUR NAME.
You will be prompted to replace all applicable placeholders before sending the sequence - please do so.
This sequence is designed to automatically reach out to the prospect and try to get them to book a meeting with you.
Final Notes
If the prospect books a meeting from your sequence: They will be automatically unenrolled from the sequence and a new deal for them will be made on the New Client Growth Pipeline.
If the prospect DOES NOT book a meeting: A task will be assigned to you to follow-up with the lead and disposition them (if applicable).