2. 1 | P a g e
Table of Contents
Please press CTRL (on the keyboard) when selecting from below
Introduction ......................................................................................................................................2
Lead Phase Chart........................................................................................................................3
Lead Scoring ......................................................................................................................................3
Demographic Scoring Chart.........................................................................................................4
Behavioral Scoring Chart..............................................................................................................5
Intro Email.........................................................................................................................................6
Email Sample..............................................................................................................................6
Follow-Up Call to Email ......................................................................................................................7
If answer....................................................................................................................................7
If no answer................................................................................................................................7
Follow-Up Email to Call ......................................................................................................................8
Check-Up Call.....................................................................................................................................9
No Two Way Contact........................................................................................................................ 10
3. 2 | P a g e
Introduction
All incomingleadswill undergothe followingproceduretoqualify as“SalesReady”.ONLYsalesready
leadswill be senttoGeneral Devicessalesreps. Starttofinish thisqualifyingprocesswilltake between
2- 6 weeks.
Thisprocesshas 3 phasesbrokendownbelow:
Phase 1 is the firstweekof the qualifyingprocess.Thisincludesthe initialemail sentto prospectsand
nurturing.
Phase 2 consistsof the demographicandbehavioral scoring.Thisincludesthe follow upcall tothe initial
email yousentfollowbyanotheremail summingupthe conversationorvoicemailyouleft.Thisphase
can extendupto 3 weekslongdependingonyourandthe prospectsavailability.
Phase 3 is the lastphase of the qualifyingprocess.Thisphase isprimarilythe mailingphase:hard
mailings,article emailsandothervalue piecesasalast pushto gainprospectsattention.Afterthe 6
weeksof marketingpush,the leadeithersalesreadyqualifiedorisdisqualifieddeterminedbyour
pointssystem.
Phase 1 (week 1): lead
nurturing, initial email
Phase2 (week 2&3):
demographic and
behavioralscoring
Phase3 (week
4-6): mailings,
lead qualified
or disqualified
4. 3 | P a g e
Lead Scoring
MUST BE DONEFOR ALL INCOMINGLEADS
REMEMBER:
All leadsbeginwith+10 points campaign
1 isthe lowestscore (bador negative answer)
0 representsN/A (notapplicable)
Total ALL pointsfrombehavioral anddemographicchart
Followthe examplesbelow anduse goodjudgment
A leadisdisqualifiedafter6weeks
All leadsbeginwitha+10 score for theircontact inquiry. While movingthroughthe above phases,alead
will gainorlose pointsdeterminedby the followingscoringsystem.Whenscoring,it’simportantto
rememberthatthisprocessmeasuresthe readinessof aprospectto buyour solution.
Scoringis brokenintotwodifferent scoringcategories:DemographicandBehavioral.
Demographic scoring referstothe characteristicsof the organization.Thisalsoincludesthe
answerstothe questionsyouaskthe prospectif youconnectwiththemduringPhase 2.
Behavioral scoringrefers to the prospectsactions.Thisincludesansweringthe initialcall or
respondingtoemails.Thesepointswill come intoplayduringPhase 2& 3 andwill usually
determine the prospectsreadinesstobuy.
There are 3 tiers(foundbelow) whichwillhelpyoudetermine whenthe leadissalesready.A leadis
suspector still needsnurturingif the score isbelow 40. Asthe contact showsmore aggressionand
actions/respondstoouroutreach,the leadwill receivemore pointsputtingitclosertobeingqualified.
Once the leadhas shownenoughinterestandreceived over60 points,the leadwill thenbe passedto
the salesrep. If after 6 weeksof outreach,the contact doesnotshow any interestthe leadis
disqualified.Alldisqualifiedleadswill be putona holdlistto be contactedat a laterdate.
***If a lead should ever havenegativepoints,itis automatically disqualified fromthisprocess.
Lead Score PriorityLevel Marketingor SalesAction
0-40 Suspect/New Lead Nurture byMarketingactivity
41-60 Lead Readyto be qualified
61+ SalesReadyLead Passto SalesRep
5. 4 | P a g e
Demographic Scoring Chart
REMEMBER:
These questionsare gearedtowarddeterminingif we canprovide solutionsfortheirneedsandtofilter
out the dudleads. Whentalkingtoa prospectit isimportantto notonlyto listento whattheyare saying
but alsolistenforwhattheyare not saying.If youask themhow soontheywant topurchase a
telemedicine systemandtheysay“I don’tknow”,youprobablyaren’ttalkingtothe rightpersonand
won’tbecome aqualifiedlead. Alsolistento how theyare answeringyour.If theyseemrushed,
frustratedor irritatedyouare probablywastingyourtime.
Question Answer If Yes If no Points
Are you looking/consideringatany
other telemedicine companies?
Try to figureout which other companies they are
lookinginto… -5 +5 -5
Are you ready to purchasea
telemedicine system?
+10 -5 +10
How soon are you lookingto
purchasea telemedicine system?
If within 3 months = +10
If over 3 months = +5
I don’t know = -5
+10
What do you hope telemedicine will
do for your organization?
Quality of answers permits scoring
Based on a 1-10 scale
I don’t know = 1 | Change the world = 10
+8
What areyou lookingto use
telemedicine for?
If they have a good response = +5
If they don’t know = -3 +5
How did you find GD? (only if
website contact us)
Googled it = +5
Referred = +10
It justhappened = +1
Saw an ad = +10
+5
Have you seen our website? (only if
non website contact us)
+5 0 0
Does funding rely on a budgeted
fiscal year?
If no:
Do you have funding readily
available?
If beginning of fiscal year is within 3 months = +8
If beginning of fiscal year is over 3 months = +5
If funding is available& under 3 months= +10
If funding is available& over 3 months= +5
If funding is not available=-5
+5
Have you had any other
telemedicine systems before?
Try to find out what they used
+5 0 0
Do you currently have any
telemedicine systems in use?
-5 +5 +5
Demographic Points 43
Behavior Points 30
Total Qualifying Points 73
6. 5 | P a g e
Behavioral Scoring Chart
Behavior If Yes If No Points
RespondedtoInitial E-Mail +5 0
Answeredfollow upcall +5 -2
Returnedfollow upcall +5 0
RespondedtoattachmentE-Mail (followup tocall/vm) +5 -2
Likeduson social media +3 0
Documentdownloadfromwebsite +10 0
Demographic Points
Behavior Points
Total Qualifying Points
7. 6 | P a g e
Phase 1: Intro Email
(Week 1) MUST BE WITHIN 24 hours of receiving lead
REMEMBER:
Replace all parenthesisinformationtocorrectleadinfo
After sending email, set a reminder on your calendar to follow up the next day
Below is a sample initial email
8. 7 | P a g e
Phase 2: Follow Up Call to Initial E-Mail
(Week 2) TO BE DONE 1 WEEK AFTER INITIAL EMAIL
REMEMBER:
If the leaddidnotprovide atelephone number,skipthisstep
If you reach them, ask the following questions
1. Are you lookingatanyother telemedicinecompanies?
2. On a scale of 1-5 how readyare you to purchase a telemedicine system?
3. What do youhope telemedicine will doforyourorganization?
4. How didyoufindGD? (onlyif website contactus)
5. Have you seenourwebsite?(onlyif nonwebsite contactus)
6. How soonwouldyouwantto purchase a telemedicinesystem?
7. Wouldfundingrelyona budgetorare fundsreadilyavailable?
8. Have you had anyothertelemedicinesystemsbefore?
9. Do youcurrentlyhave any telemedicinesystemsinuse?
If you they don’t respond to emailcall & leave a voicemail/message
SCRIPT:
Hi (theirname) myname is(yourname) andI’mthe (jobtitle) forGeneral Devices(GD).I’m
followingupwiththe email Isentyouon (date email sent) tocoordinate avery brief telephone
conversation.Isee thisisnota good time,soplease give me acall at 201-313-7075 to setup a
time that worksbestforyou.If I am not available youcanaskfor mycolleague Jimmywhowill
be glad to help. (Theirname),we are eagertoget the ball rolling.Have agreat day.
9. 8 | P a g e
Phase 2: Follow-Up E-Mail to Phone Call
(Week 2) MUST BE DONE IMMEDIATELY AFTER CALL/VM
REMEMBER:
Determinedbypreviousactions
Thisis nota stepto be skipped
Actionfollowingthisstepwill be recordedinbehavioral score chart
If you talked to prospect on the phone…
Senda follow-upemail withthe following
o Keypointsfromphone conversation
o Mention solution(s) thatwouldfittheirneed
o Brochuresfor the abovementionedproduct(s)
o The nexttime youwill reachoutto them (phone call)
Must be within5businessdaysof sendingthisemail
If you have not made contact with prospect…
Senda follow-upemail withthe following
o Informingthemyouleftavoicemail
Make sure to include
The numberyoucalled
Time of day youcalled
o Reiterate firstemail
Want to make contact to determine if oursolutionwillfit theirneed
o If you are notinterested,we will notcontactyouany further
10. 9 | P a g e
Phase 3: Check-Up Call
(WEEK 3) ONLYIFYOU HAVEMADE CONTACTWITHPROSPECT
REMEMBER:
Thiscall isto score theirbehavior
o If they’ve lookedatthe brochure
o If theyhave questions
o How strongtheirinterestis
Afterthiscall,itis mostlikelythatthe leadwill be passedtothe salesrep(dependingontheirscore).
You are notrequiredtoansweranyproduct questions,we recommendyoudon’t(leave thatforthe
reps).There is noformal script forthiscall,howeverthe follow questionsmustbe answered:
1. Has theirreadinesstobuychanged?
2. Are theyinterestedinlearningmore aboutGDsolutions?
3. Are theythe bestpersonto contact movingforward?
4. Have theydiscussed the product(s) withanyonefromtheirorganization?
If all goeswell answeringthe above questionsandthe score isabove 60, passthe leadtothe local sales
rep.You mustalso move the leadfromthe inhouse leadsreportto the salesopportunityreport.
If you have not made any contact with the prospect, continue to next page.
11. 10 | P a g e
If No Contact with Prospect
(WEEKS 3-6) NOTWO WAYCOMMUNICATION WITHPROSPECT
REMEMBER:
Thisis mostlikelygoingtohappen
Don’tworry,we’ll keeptrying
You’ve sentthe initial email,followedupwithacall andan email followingthatup.The prospecthasnot
respondedtoanyemailsnoranswered/returnedyourcalls.Another4weeksof emailswillbe sentto
hopefullybreakthe silence.Theywill be sentinthe followingorder:
Week 3:Telemedicine article email
1. Sendhowto gettelemedicineprogramstartedemail
a. Bodyof email will include:
i. We thoughtyoumightlike thisarticle
ii. Contact Us wheneveryou’reready
iii. We’re notforgettingyou
Week 4:Growth of Telemedicine email
2. Sendtelemedicine value piece (one of ourwhite papersortestimonial)
a. Bodyof email will include:
i. We haven’theardfromyou
ii. Are you still interested?
iii. Is email correspondence better?
Week 5: Send Mail Card/Article & Note
3. Are you still interestedintelemedicine?
4. POSTCARD
a. Bodyof note will include
i. I’mthinkingof you
ii. Are you still interested?
iii. Thoughtyou mightlike this
Week 6:You mustnotbe ready email
5. We are removingyoufromthe prospectslist
a. Bodyof email will include
i. You will still receiveNL,e-blastsetc.fromGD
ii. Reach outto us at any time
iii. We’re alwayshappytohelp
