Decision fields are used for fast qualification and categorisation of prospects.
You can define up to 6 decisions, each a question with the answers A, B, C or No. The categorisation can mean whatever you want it to mean; the text of the answers can't be changed. Up to 3 decisions can be asked in the prospect view's bottom bar.
The bottom bar
The idea is to enable rapid categorisation based on your experience and perception, having reviewed the prospect's website and perhaps other social pages. At this initial screening stage, in a matter of seconds, you answer the decisions and enter other data (see Custom Fields) using a few clicks, then move on to the next prospect in the list.
The Decision Bar
The bar at the bottom of the prospect view asks each decision chosen for it, then the custom fields chosen for it, one at a time. After the last answer the prospect is saved and the next one opens. Answering A, B or C on a prospect with the status "None" moves it to "New".
You can then filter the list view on these categories (filters › "Company fields" › "Custom company decisions": "Empty", "NO", "A", "B", "C") to work your A list first.
Set up your decisions
Open "Settings" in the left menu and find the "Decisions (ABC)" card (admins only).
- Click "+ New". In "New decision" type the "Name" (the question).
- Tick "In the bottom bar" to ask it in the prospect view. When the bar already holds 3, the box is greyed out.
- Click "Save".
Each decision is added and edited on its own: the pencil opens "Edit decision". Each row has an on/off switch, shows whether it is in the bar ("Bar"), and has a handle to drag it into order. The bin deletes a decision: all answers given to it are lost, and it can't be undone.
Choosing good decisions
Choose your decision fields carefully. Typically each represents an objective judgement about a specific prospect that you can make after spending 20-30 seconds on the prospect's website or other social pages. It relates to their fit to your ideal customer profile on one dimension, and lets you grade it as A, B, C or No. With several decisions you can categorise on several dimensions.
ProspectSafari is designed to let you review the prospect's website and social pages and categorise them by your own criteria in the fastest possible time. Typically you may have a list of 100+ prospects to review, so you only want to spend a limited time on each one. The bottom bar makes this rapid data capture possible: it shows the decisions first and then the custom fields chosen for it.