Lead Replies and Prospect Verification

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“Leads” refer to inbound new inquiries that are first processed by the Marketing Dept. and assigned to each BD Salesperson. Marketing Dept. sends out lead replies to the Leads via email, and BD Salesperson will be responsible to handle these lead replies, screen and escalate the leads as “Prospects” to be pursued.

To handle every Lead efficiently, BD Salesperson must follow the process below. The list in no particular order:

1. Start the work day by arranging their emails into a list of priorities: T1, T2 and T3. The priorities are normally assigned as follows:
• T1: Existing Clients with ongoing Registration/Order.
• T2: Verified Prospects that are actively pursued for Registration/Order.
• T3: New Leads that are still under the verification process.

Refer to this SOP for the details: Email Arrangement and Follow Up Schedule

2. Start with the first step of lead verification, that includes a set of pre-requisites to determine if leads are suitable to be pursued.

Refer to this SOP for the details: Sending Prerequisites to the Leads

3. Clarify Lead’s requirements based on their Inquiry Type (Order/Registration) in relation to their Country/Product Requirements to determine plausibility of pursuing leads. For REGISTRATION inquiries, BD Salesperson must confirm whether the requirement of a Registration Deposit prior to starting a registration process will be acceptable to the Prospect.

Refer to this SOP for the details: Discussion Points with Customers - No Registration
Refer to this SOP for the details: Discussion Points with Customers - Registration

4. After the initial prerequisites are confirmed, proceed to the Prospect Verification stage to determine if it is the suitable time to escalate the Lead to a Prospect and provide them with quotations.

Refer to this SOP for the details: Prospect Verification Guideline

As BD Salesperson engages with Leads, there may be some special occurrences in any stage above that requires special attention such as:

• Building the Targeted Prospect List

Good prospects may be identified in the above processes in which BD Salesperson wants to specifically pursue. BD Salesperson can accumulate this list of “Targeted Prospects” to be handed to the Marketing Dept. for additional marketing assistance while continuing to engage with the Prospect.
Refer to this SOP for the details: Building The Targeted Prospect List

• Handling Leads from Countries with Exclusive Distributors

When assigned to a new Lead, it is important that BD Salesperson is aware to avoid pursuing leads with possible conflicting interests with existing customers that have been granted exclusivity.
Refer to this SOP for the details: Handling Leads from Countries with Exclusive Distributors

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