What makes a lead qualified?

Start with the work you actually want

A service name is a starting point, but it rarely describes the whole job. Window replacement can mean one broken pane or a full-home project. Roofing can mean a repair or a complete replacement. Your brief should explain which requests your team can take on.

Specify the trade, project scope and minimum. Use the same units your team uses to assess a job: number of windows, a full system replacement, or a defined remodeling scope. A clear minimum helps separate a relevant inquiry from work you would decline.

• The exact services you offer
• Project types you accept and exclude
• A minimum your sales team can explain

Make your territory precise

A city name can cover more territory than you intend to serve. Define your coverage using the ZIP codes, cities or states that fit your operation. Include any boundary that matters to your team.

If you travel farther for a larger project, discuss that before launch. A request may suit your trade and still fall outside your territory. The qualification decision should reflect the agreed area, rather than relying on a broad description such as “near Austin.”

Understand what a contact check proves

Project information and contact information answer different questions. Project checks assess the fit with your brief. A completed phone confirmation checks access to the phone number supplied.

Phone confirmation does not establish that a person will answer your call, book an estimate or buy the service. Agree which checks are required and what information arrives with the request. Your team can then see which checks were completed before starting the conversation.

Read the request against your brief

A useful handoff includes the customer’s project description, location, contact details and the agreed qualification checks. Compare those details with the criteria you supplied.

For instance, a request for six replacement windows in an approved Austin ZIP code meets a four-window minimum and that territory requirement. The same project from outside your territory would fail the area check. These are separate checks, and the reason for any mismatch should stay visible.

Agree the specification before launch

Your written plan should name the service, territory, project minimum, required contact checks, access model and delivery method. It should also explain how to raise a request that appears outside the specification.

A qualified inquiry starts a sales conversation. Track what happens after delivery separately: contact made, estimate arranged and job won. Keeping qualification and sales outcomes separate gives your team a clearer picture of the campaign.

• Written qualification criteria
• Exclusive or shared delivery
• The handoff channel and review process