Lead Qualification Process for Site Preparation
This Lead Qualification Process helps site preparation contractors assess whether new projects are the right fit. It captures key information such as site size, soil conditions, scope of work, timeline, and budget. By documenting these details, contractors can quickly filter out unqualified leads and prioritize the most profitable opportunities. The process provides consistency for sales teams, improves client communication, and reduces wasted effort. With standardized lead evaluation in place, site prep companies can create efficiency, protect profitability, and maintain strong reputations for reliability. This process strengthens the sales pipeline and supports long-term business growth.
1Receive initial inquiry or lead——Add yours
Most tasks do not need a long instruction. Add your company’s how-to in Subtrak only when the step needs one.
2Record lead information in CRM or lead tracking system——Add yours
Most tasks do not need a long instruction. Add your company’s how-to in Subtrak only when the step needs one.
3Conduct preliminary review of project type and location——Add yours
Most tasks do not need a long instruction. Add your company’s how-to in Subtrak only when the step needs one.
4Assess alignment with service area and trade scope——Add yours
Most tasks do not need a long instruction. Add your company’s how-to in Subtrak only when the step needs one.
5Evaluate project timeline and potential scheduling fit——Add yours
Most tasks do not need a long instruction. Add your company’s how-to in Subtrak only when the step needs one.
6Contact lead to gather more project details——Add yours
Most tasks do not need a long instruction. Add your company’s how-to in Subtrak only when the step needs one.
7Ask qualifying questions (e.g., budget, decision timeline, permitting status)——Add yours
Most tasks do not need a long instruction. Add your company’s how-to in Subtrak only when the step needs one.
8Determine lead source and referral origin——Add yours
Most tasks do not need a long instruction. Add your company’s how-to in Subtrak only when the step needs one.
9Score or rank lead based on pre-set qualification criteria——Add yours
Most tasks do not need a long instruction. Add your company’s how-to in Subtrak only when the step needs one.
10Decide whether to pursue, nurture, or decline the lead——Add yours
Most tasks do not need a long instruction. Add your company’s how-to in Subtrak only when the step needs one.
11Assign qualified lead to sales or estimating team——Add yours
Most tasks do not need a long instruction. Add your company’s how-to in Subtrak only when the step needs one.
12Schedule site visit or consultation if moving forward——Add yours
Most tasks do not need a long instruction. Add your company’s how-to in Subtrak only when the step needs one.
13Archive or categorize unqualified leads for future reference——Add yours
Most tasks do not need a long instruction. Add your company’s how-to in Subtrak only when the step needs one.
14Track outcome for continuous improvement in lead evaluation——Add yours
Most tasks do not need a long instruction. Add your company’s how-to in Subtrak only when the step needs one.
You found the SOP
Now make sure it actually gets done.
14 tasks is the easy part. The hard part is that six months from now the project still has to run this way when you are not the one watching.
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Founder of Subtrak · Twenty years in commercial roofing operations
“One session and this template becomes how your company actually does the work, with a name and a date on every step.”
Every project runs your way. And you can see that it did.
Put a name and a date on every step, and the crew gets a reminder when their part comes up.
Book a free strategy session