In the midst of scaling our sales team at our healthcare marketing agency, I created a “first touch” sales intake form as part of our new business development processes. While this is super tactical, agencies and service companies might find the fields we’re including helpful.
Mandatory fields
- First and Last Name of Prospect
- Company
- Title
- Geographic Location (City, State)
- Website
- How You Heard About Us (Yes, it’s important to ask. Not everything can be tracked in analytics!)
- Services Interested In
- Target Audience
- Why Are You Reaching Out To An Agency? (get pain points)
- Desired Next Steps (phone call, in-person meeting, pitch, proposal, quote, etc.)
- Deadline for Next Steps (by when prospect needs action)
- Approved Ballpark Budget (This is a sticky one. Sometimes clients get offended, but I find the ones that don’t get angered are the best clients.)
Optional fields
- Executive assistant of contact (usually for a C-level)
- How many people will be involved in the project?
- Are you talking to other agencies?
- Have you worked with agencies in the past? How many?
- Who were you referred by?
- Social media profile links, names
What fields do you include in your preliminary sales intake forms?
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