Do You Need a 30-Minute Lead Generation System? Part 2 – How to Define a Lead

Last week’s blog post focused on the background of the 30-Minute Lead Generation System.  In today’s post, I’ll write about the importance of how you define a lead.

Before you start learning how best to apply my system to your franchise, let’s take a moment to define what we are after – quality, qualified leads. It’s been my experience that how companies define a “lead” is all over the board.  For example, I have one client who defines a lead as a name, phone number, and e-mail address.  Other clients define a lead as individuals who have requested and received an Franchise Disclosure Document (FDD) and filled out an application.

Maybe Webster’s dictionary can help. Here is their definition of a lead:

to direct on a course or in a direction”

This definition is close to how I define an initial lead or prospect, which is:

Someone who has taken some sort of action to indicate that they have interest in your product or service.

Now, I realize that is a pretty broad definition.  But, here is the good news.  With the right lead generation system in place, you can identify, qualify, quantify, and prioritize level of interest!  And, the better you can do that, the more successful and productive your leads will be!


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