Inbound Leads (aka. inquiries)

There are times when the target/ prospect will contact you via phone, email, fax, and/or any other method to find out about your product (goods, services, offering). These inbound prospect initiated engagements are often referred to as inbound leads, inquiries, warm leads, etc. Regardless of what they are called, the point to consider is that just because the prospect initiated the call, you should  never assume that the prospect is ready is buy. You still have to pre-qual the inquiry, conduct a full discovery and do all the other steps necessary for closing the deal.