Alpha Lead Qualification
Qualify or reject leads to convert them into customers and opportunities
Lead Qualification
Qualification is the process of evaluating whether a lead is a good fit for your business. Qualified leads are converted into a customer record and an opportunity; unqualified leads are closed with a reason.
Qualifying a Lead
When a lead meets your criteria, click Qualify on the lead detail page. This action:
- Creates a Customer -- a new customer record is created with the lead's contact information, set to
PROSPECTCRM status - Creates an Opportunity -- a new opportunity is created in
NEWstage, linked to the newly created customer - Updates the Lead -- the lead status changes to
QUALIFIEDand becomes read-only
The customer and opportunity are pre-filled with data from the lead:
| Lead Field | Maps To |
|---|---|
| First Name / Last Name | Customer contact name |
| Customer email | |
| Phone | Customer phone |
| Company Name | Customer company |
| Interest | Opportunity description |
After qualification, you continue working with the customer and opportunity records rather than the lead.
Qualifying without an email address
Instagram and DM leads often arrive with nothing but a handle. They can be qualified anyway -- the
customer is named after whatever identifier the lead does carry (@handle, otherwise the email,
phone or lead number). The qualification dialog spells out what an email-less customer can and
cannot do:
| Works | Blocked |
|---|---|
| Customer and opportunity are created | Sending an estimate or invoice by email |
| Calls, appointments and follow-up tasks | Email automations and campaigns skip the customer |
| Payment links -- the checkout asks for the email itself |
If you already know the email address, fill it in the Email address (optional) field in the dialog. It is written onto the lead first, so the customer is created with it and nothing in the table above stays blocked. Leave it empty and you can still add the email to the lead later -- it is synced onto the customer automatically.
Which branch the lead lands on
If the lead already has a Vestiging (branch), qualification leaves it alone, and the customer and opportunity inherit it. If it has none, what happens is a per-tenant setting under Settings > CRM > Branch on qualification:
| Setting | Behaviour |
|---|---|
| Do not assign automatically (default) | The lead stays without a branch, and so does the opportunity. Records without a branch are visible to everyone, so nothing disappears -- someone assigns the branch by hand. |
| Nearest branch | The branch closest to the lead's address. |
| Always one fixed branch | The branch you configure, regardless of the lead's address. |
Nearest branch only considers branches that have coordinates filled in on their address. If you have geocoded one branch and not the others, that branch is the only candidate and every lead ends up there no matter where the customer lives. Check the addresses of all your branches before relying on this option.
Whoever qualifies the lead can always pick a branch explicitly in the qualification dialog, which overrides the setting.
Rejecting a Lead
When a lead does not meet your criteria, click Reject on the lead detail page. You will be prompted to provide a rejection reason.
Common rejection reasons include:
- Not a genuine inquiry (spam or test submission)
- Outside service area or target market
- Budget does not align
- Duplicate of an existing lead or customer
- Unresponsive after multiple contact attempts
After rejection:
- The lead status changes to
UNQUALIFIED - The rejection reason is stored on the lead record
- The lead becomes read-only
- No customer or opportunity is created
Re-evaluating Leads
If circumstances change, an unqualified lead can be reopened by changing its status back to NEW or CONTACTED. This is useful when:
- A previously unresponsive lead reaches out again
- Budget or scope changes make the lead viable
- New information becomes available
Once reopened, the lead re-enters the normal qualification workflow.