Advanced Electric and Air lesson
A lost sale can still be a good lead: an Advanced Electric lesson
Use clear reasons to judge generator leads. Separate a real project from a sale your team did not win.
Judge generator lead quality by the real project, area and work your team can do. Record whether you won the sale in a separate field.
Mike Morgan at Advanced Electric and Air describes value in some leads that did not buy. A loss can still reveal a useful sales question.
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What the client described
In his historical interview, Mike describes calling people who wanted generator pricing and setting home visits. He says his team saw value in some leads even when the person did not buy.
That is his view of lead quality. It is not proof that every lead was a fit. It gives a good reason to separate project fit from the final sale.
Define a good fit first
Write the basic rules before you judge a campaign. Is the home in your area? Does the person want work you do? Can you reach them? Is there a real project to discuss?
Keep those answers apart from whether you won the job. You may have a good fit but a gap in price, timing or trust. You may also find a real request that you cannot serve.
Record the real reason
Ask sales to use a short list of reasons when a job stops. Do not force a guess. Unknown is better than a made-up loss reason.
A price loss may mean the scope was unclear. It may also mean another firm fit the buyer better. Read the actual notes before changing the ads.
- Outside the service area.
- Work we do not offer.
- Could not reach the person.
- Buyer chose another quote.
- Buyer put the project on hold.
- Reason not known.
Review a few lost jobs
Keep the outcome date. A job still being considered is not the same as a lost job. Use the review to improve fit and follow-up, not to hide losses.
- Pick a small group from one lead source.
- Check the form and call notes.
- Separate bad details from real project questions.
- Name the last step reached.
- Agree one change your team can test.
Keep fit, contact and outcome apart
Do not force one label to do three jobs. You may know the home is in range but not yet know the scope. You may know the project fits but lose to another quote.
Use known, unknown or no for fit facts. Keep could not reach as a contact state. It is not proof that the person or project was fake.
Watch and learn
Mike on a good lead that does not buy
Mike explains why his team can value an inquiry even when it does not become a sale. A lost job still needs a reason in the record.
Selected section: 2:32–3:00.
This is a clip from an earlier client interview. The speaker shares their own results and views. It is not an audit or a forecast for your firm. The full video may mention old offers.
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Sources and further reading
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