Sales - handling an inbound sales inquiry

Step by step

1. Log the InquiryLeads

   Record the lead in your system within the same business day: contact name, company, email, phone, inquiry channel, and date received.

2. Acknowledge Within Two HoursLeads

   Send a confirmation with a specific response timeframe. Confirm receipt and tell the prospect exactly when they will hear back with pricing.

3. Qualify Before QuotingLeads

   Confirm the product or service, quantity or scope, delivery deadline, budget indication, and decision-making process. Schedule a call or site visit for complex requirements.

4. Assess FitLeads

   Determine whether the job meets your capability, capacity, and margin requirements. Decline politely and record the reason if it does not.

5. Assign a Quote OwnerQuotes

   Name a single person responsible for building and sending the quote. Prevents duplicate quotes and ensures accountability on the response.

6. Build the QuoteQuotes

   Build the quote from confirmed qualification notes. Reference the customer's actual requirements - not a generic price list.

7. Send with Validity and Next StepQuotes

   Send the quote with an explicit expiry date, your direct contact details, and a named date to invite a response.

8. Set Follow-Up ReminderQuotes

   Log the sent quote against the lead record and set a follow-up reminder for three to five business days later if no response is received.