Lead generation gradings
When undertaking primarily telemarketing / lead generation work for clients we typically use the following grading system for each outbound call that is made by our services
Survey Grade 9 - Fully qualified lead, minimum 4 items from MANDACT. Client action required (usually requiring a meeting, or agreeing to attend at an event). We qualify with: M-Money/Budget, A-Ability to implement solution, N-business Need, D-Decision criteria, A-Authority, C-Competition, T-Timescale.
Survey Grade 8 - Partially qualified lead - minimum 2 items on MANDACT. Client to judge on action required - usually follow up phone call for further qualification.
Survey Grade 7 - Longer-term opportunity - real opportunity but 2-3 months away.
Survey Grade 6 - In a contract already with an end date typically. Call back in future.
Survey Grade 5 - Request for information. Two versions - Fob Off(FO), Seems Interested (SI). They will have an action to send informationand a call back scheduled in the near future.
Survey Grade 4.5 - For some clients grading as 4 afer 3 attempts is not required and they want them in the 4.5 'bucket' so they can further follow them up themselves.
Survey Grade 4 - Survey completed. No further action required. See comments for reasons. Contacts that have been attempted 3 times are deemed not interested G4. In the case of e-marketing campaigns email "Openers" are given 5 attempts and "Downloaders" 10 attempts.
Grade 3 - Spoke to somebody, not decision maker, referred elsewhere - usually means creating new contact in system.
Grade 2 - Dead number.
Grade 1 - No answer, voice mail, person not in - number working.
Grade 0 - Decided not to call.
Decision Maker Conversation (DMCs) - Grade 4+ Selling People grades all the leads that we provide to clients - the key criteria is that we have spoken to a decision maker - not their secretary etc. These constitute "surveys". Normally we agree a minimum number of surveys we will achieve in a day. Therefore this equates to what we are charging the client for.
We would expect to deliver more information/notes for the higher grades that are better to qualified, particularly 7-9s.
Qualified DMCs (QDMCs) - Grade 5+ (not Grade 5 FO). Let if we do 20 DMCs in a day, no good if 19 are grade 4s -this shows the ones like to progress to higher grades.
Leads - Grades 8, 8.5, 9.
Meeting - Grade 9.
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