{"id":444600,"date":"2023-11-27T19:48:08","date_gmt":"2023-11-27T18:48:08","guid":{"rendered":"https:\/\/www.kafinea.com\/documentation\/uncategorized\/leads\/"},"modified":"2023-11-27T19:48:08","modified_gmt":"2023-11-27T18:48:08","password":"","slug":"leads","status":"publish","type":"docs","link":"https:\/\/www.kafinea.com\/en\/help\/marketing\/leads\/","title":{"rendered":"Leads"},"content":{"rendered":"<blockquote class=\"bq-exemple\">\n<p>\ud83d\udccd <strong>Where can you find this module?<\/strong><br \/><em>Main menu &gt; Marketing<\/em><\/p>\n<\/blockquote>\n<p>This module enables tracking and information handover between your sales representatives, and triggers a wide range of sales actions. You can view and filter all your marketing prospects, track your interactions with them, and convert them into customer accounts. <\/p>\n<blockquote>\n<p><strong>Good to know<\/strong>: A prospect is an inbound sales contact who is not yet a customer. Once qualified, it can be converted into Account (Customer), Contact, and Deal records. <\/p>\n<\/blockquote>\n<p>Kafinea &gt; Marketing &gt; <strong>Prospects<\/strong><\/p>\n<p>The list view offers several predefined filters:<\/p>\n<div style=\"overflow-x:auto\">\n<table>\n<thead>\n<tr>\n<th>View<\/th>\n<th>Description<\/th>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td><strong>All<\/strong><\/td>\n<td>All prospects<\/td>\n<\/tr>\n<tr>\n<td><strong>Hot prospects<\/strong><\/td>\n<td>Prospects with a high-potential status<\/td>\n<\/tr>\n<tr>\n<td><strong>My prospects<\/strong><\/td>\n<td>Prospects you are responsible for<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<blockquote class=\"bq-astuce\">\n<p><strong>Tip:<\/strong> You can create your own custom views by clicking <strong>Create a view<\/strong> to filter by your criteria.<\/p>\n<\/blockquote>\n<hr>\n<h2>Creating a prospect<\/h2>\n<p>There are <a href=\"https:\/\/www.kafinea.com\/en\/documentation\/kafinea-interface\/records\/\">multiple ways to create a prospect<\/a> in Kafinea:<\/p>\n<h3>Quick creation<\/h3>\n<ol>\n<li>Click the <strong>+<\/strong> (Quick add) button from any page<\/li>\n<li>Select <strong>Prospect<\/strong><\/li>\n<li>Fill in the essential fields (<strong>Name<\/strong> is required)<\/li>\n<li>Click <strong>Save<\/strong><\/li>\n<\/ol>\n<h3>Full creation<\/h3>\n<ol>\n<li>From the prospects list view, click <strong>Add a prospect<\/strong><\/li>\n<li>Fill in all fields in the full form<\/li>\n<li>Click <strong>Save<\/strong><\/li>\n<\/ol>\n<h3>Other creation methods<\/h3>\n<ul>\n<li><strong>Via the API<\/strong>: full automation via <a href=\"https:\/\/www.kafinea.com\/fr\/documentation\/api-fr\/lapi-kafinea\/\">the Kafinea API<\/a><\/li>\n<li><strong>Via a web form<\/strong>: a <a href=\"https:\/\/www.kafinea.com\/en\/documentation\/automation\/forms\/\">contact form on your website<\/a> connected to your Kafinea instance automatically creates a prospect with the entered information<\/li>\n<li><strong>Via CSV import<\/strong>: from the prospects list view, click <strong>Actions<\/strong> &gt; <strong>Import<\/strong>, prepare a CSV file, and follow the import wizard<\/li>\n<\/ul>\n<blockquote>\n<p><strong>Good to know<\/strong>: Only the <strong>Name<\/strong> field is required. All other fields are optional, but the more complete the record, the better the sales follow-up will be. <\/p>\n<\/blockquote>\n<hr>\n<h2>Tracking a prospect<\/h2>\n<p>To ensure a prospect is converted into a customer, it must be tracked effectively.<\/p>\n<h3>Qualification statuses<\/h3>\n<p>The status helps track the prospect\u2019s progress through the sales process:<\/p>\n<div style=\"overflow-x:auto\">\n<table>\n<thead>\n<tr>\n<th>Status<\/th>\n<th>Description<\/th>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td><strong>Not contacted<\/strong><\/td>\n<td>Default initial state \u2014 new prospect, no action taken<\/td>\n<\/tr>\n<tr>\n<td><strong>Awaiting contact<\/strong><\/td>\n<td>Attempt to make contact \u2014 call\/email sent, awaiting response<\/td>\n<\/tr>\n<tr>\n<td><strong>To contact<\/strong><\/td>\n<td>To be contacted again later \u2014 follow-up scheduled<\/td>\n<\/tr>\n<tr>\n<td><strong>Contacted<\/strong><\/td>\n<td>Contact established \u2014 exchange completed<\/td>\n<\/tr>\n<tr>\n<td><strong>Cold<\/strong><\/td>\n<td>Low interest \u2014 low likelihood of conversion<\/td>\n<\/tr>\n<tr>\n<td><strong>Boiling<\/strong><\/td>\n<td>Strong interest \u2014 engaged prospect, to be followed closely<\/td>\n<\/tr>\n<tr>\n<td><strong>Hot<\/strong><\/td>\n<td>High potential \u2014 high likelihood of conversion<\/td>\n<\/tr>\n<tr>\n<td><strong>Pre-qualified<\/strong><\/td>\n<td>Qualification in progress \u2014 needs verification underway<\/td>\n<\/tr>\n<tr>\n<td><strong>Qualified<\/strong><\/td>\n<td>Ready to be converted \u2014 prospect validated, conversion possible<\/td>\n<\/tr>\n<tr>\n<td><strong>Dormant<\/strong><\/td>\n<td>Irrelevant prospect \u2014 temporarily set aside<\/td>\n<\/tr>\n<tr>\n<td><strong>Lost<\/strong><\/td>\n<td>Prospect definitively lost \u2014 no further opportunity<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<h4>Recommended lifecycle<\/h4>\n<pre><code>Non contact\u00e9 \u2192 Attente de contact \u2192 Contact\u00e9 \u2192 Pr\u00e9 qualifi\u00e9 \u2192 Qualifi\u00e9 \u2192 Conversion\n                                                      \u2193\n                                               Froid \/ En sommeil \/ Perdu\n<\/code><\/pre>\n<blockquote class=\"bq-astuce\">\n<p><strong>Tip:<\/strong> Regularly update your prospects\u2019 status to keep a clear view of your sales pipeline and make effective use of dashboards.<\/p>\n<\/blockquote>\n<h3>Acquisition sources<\/h3>\n<p>The source indicates where the prospect came from:<\/p>\n<div style=\"overflow-x:auto\">\n<table>\n<thead>\n<tr>\n<th>Source<\/th>\n<th>Description<\/th>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td><strong>Cold call<\/strong><\/td>\n<td>Telephone prospecting<\/td>\n<\/tr>\n<tr>\n<td><strong>Existing customer<\/strong><\/td>\n<td>Recommendation from a customer<\/td>\n<\/tr>\n<tr>\n<td><strong>Self-generated<\/strong><\/td>\n<td>Generated internally<\/td>\n<\/tr>\n<tr>\n<td><strong>Employee<\/strong><\/td>\n<td>Brought in by an employee<\/td>\n<\/tr>\n<tr>\n<td><strong>Partner<\/strong><\/td>\n<td>Brought in by a partner<\/td>\n<\/tr>\n<tr>\n<td><strong>Public relations<\/strong><\/td>\n<td>PR actions<\/td>\n<\/tr>\n<tr>\n<td><strong>Direct mailing<\/strong><\/td>\n<td>Mailing campaign<\/td>\n<\/tr>\n<tr>\n<td><strong>Conference<\/strong><\/td>\n<td>Met at a conference<\/td>\n<\/tr>\n<tr>\n<td><strong>Trade show<\/strong><\/td>\n<td>Met at a trade show<\/td>\n<\/tr>\n<tr>\n<td><strong>Website<\/strong><\/td>\n<td>Web form, online request<\/td>\n<\/tr>\n<tr>\n<td><strong>Word of mouth<\/strong><\/td>\n<td>Informal recommendation<\/td>\n<\/tr>\n<tr>\n<td><strong>Other<\/strong><\/td>\n<td>Other source<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<h3>Activities &#038; Comments<\/h3>\n<p>The Activities and Comments blocks on <a href=\"https:\/\/www.kafinea.com\/fr\/documentation\/interface-kafinea\/les-fiches\/\">prospect records<\/a> allow sales agents to enter a summary of their exchanges and list the various activities completed or scheduled (call, SMS, email, video conference, etc.).<\/p>\n<p>To schedule a follow-up:<\/p>\n<ol>\n<li>From the prospect record, go to the <strong>Activities<\/strong> tab<\/li>\n<li>Click <strong>Add an event<\/strong> or <strong>Add a task<\/strong><\/li>\n<li>Fill in the details (date, time, description)<\/li>\n<li>Save<\/li>\n<\/ol>\n<h3>Campaigns<\/h3>\n<p>Via the Campaigns relationship tab, you can add the prospect to <a href=\"https:\/\/www.kafinea.com\/fr\/documentation\/campagnes\/les-campagnes-marketing\/\">an existing email or SMS campaign<\/a>.<\/p>\n<h3>Documents<\/h3>\n<p>Attach files and documents to the prospect record (quotes, presentations, supporting documents):<\/p>\n<ul>\n<li><strong>Add<\/strong>: upload a new document<\/li>\n<li><strong>Select<\/strong>: link an existing document in Kafinea<\/li>\n<\/ul>\n<h3>Products and Services<\/h3>\n<p>Link products or services to the prospect to identify their areas of interest via the Products or Services tab.<\/p>\n<h3>Dashboard widgets<\/h3>\n<p>You can add a widget to one of <a href=\"https:\/\/www.kafinea.com\/fr\/documentation\/interface-kafinea\/les-tableaux-de-bord\/\">your dashboards<\/a>:<\/p>\n<div style=\"overflow-x:auto\">\n<table>\n<thead>\n<tr>\n<th>Widget<\/th>\n<th>Description<\/th>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td><strong>Prospects created<\/strong><\/td>\n<td>Number of prospects created over a given period<\/td>\n<\/tr>\n<tr>\n<td><strong>By status<\/strong><\/td>\n<td>Breakdown of prospects by status<\/td>\n<\/tr>\n<tr>\n<td><strong>By source<\/strong><\/td>\n<td>Breakdown of prospects by acquisition source<\/td>\n<\/tr>\n<tr>\n<td><strong>By sector<\/strong><\/td>\n<td>Breakdown of prospects by business sector<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<hr>\n<h2>Converting a prospect into a customer<\/h2>\n<p>Conversion is the key step that turns a qualified prospect into usable records.<\/p>\n<h3>When to convert?<\/h3>\n<p>Convert a prospect when:<\/p>\n<ul>\n<li>The prospect is <strong>qualified<\/strong> (need confirmed, budget identified)<\/li>\n<li>You want to create a <strong>deal<\/strong> (sales opportunity)<\/li>\n<li>The prospect becomes an active <strong>customer<\/strong> or <strong>contact<\/strong><\/li>\n<\/ul>\n<h3>How to convert?<\/h3>\n<ol>\n<li>Open the prospect record to convert<\/li>\n<li>Click the <strong>Convert<\/strong> button (in the action bar)<\/li>\n<li>A conversion form appears with pre-filled data<\/li>\n<li>Review and adjust the values if necessary<\/li>\n<li>Select the modules to create (Account, Contact, Deal)<\/li>\n<li>Click <strong>Save<\/strong> to start the conversion<\/li>\n<\/ol>\n<h3>Modules created during conversion<\/h3>\n<p>Conversion can create up to three records:<\/p>\n<div style=\"overflow-x:auto\">\n<table>\n<thead>\n<tr>\n<th>Target module<\/th>\n<th>Description<\/th>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td><strong>Account<\/strong> (Customer)<\/td>\n<td>The prospect\u2019s company \u2014 includes company, email, phone, fax, website, sector, rating, headcount, annual revenue, full address<\/td>\n<\/tr>\n<tr>\n<td><strong>Contact<\/strong><\/td>\n<td>The individual \u2014 includes title, first name, last name, job title, email, phone, mobile, fax, source, address<\/td>\n<\/tr>\n<tr>\n<td><strong>Deal<\/strong><\/td>\n<td>The sales opportunity \u2014 includes company name, source, description<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<blockquote class=\"bq-important\">\n<p><strong>Important:<\/strong> You can choose to create one, two, or all three records depending on your needs. The prospect\u2019s address is copied into the account\u2019s billing <strong>and<\/strong> shipping addresses. <\/p>\n<\/blockquote>\n<h3>What happens to the prospect after conversion?<\/h3>\n<ul>\n<li>The prospect is marked as <strong>converted<\/strong><\/li>\n<li>It no longer appears in the default active views<\/li>\n<li>Related data (activities, documents, etc.) is transferred to the new records<\/li>\n<li>The prospect record remains available in the history<\/li>\n<\/ul>\n<blockquote>\n<p><strong>Good to know<\/strong>: You can modify <a href=\"https:\/\/www.kafinea.com\/fr\/documentation\/mappage-de-donnees\/le-mappage-de-conversion-de-prospect\/\">prospect conversion data mapping<\/a> in the Kafinea settings.<\/p>\n<\/blockquote>\n<hr>\n<h2>Setting up a conversion funnel<\/h2>\n<p>Thanks to these different features, Kafinea makes it possible to set up a custom conversion funnel using <a href=\"https:\/\/www.kafinea.com\/fr\/documentation\/automatisation\/les-flux-de-travail-workflows\/\">workflows<\/a>.<\/p>\n<h3>Use case<\/h3>\n<p>A pharmaceutical company fills out a contact form on your website. It is automatically created as a prospect in your Kafinea instance and assigned to a sales agent specialized in this field. Once contacted and convinced, the prospect is converted into a contact and its company into a customer account in one click. The power of Kafinea automation ensures fast and effective conversion funnels.   <\/p>\n<hr>\n<h2>PDF export<\/h2>\n<p>You can generate a PDF of the prospect record:<\/p>\n<ol>\n<li>Open the prospect record<\/li>\n<li>Click the <strong>More<\/strong> (\u22ee) button in the action bar<\/li>\n<li>Select <strong>Export to PDF<\/strong><\/li>\n<li>Choose the document template if several are available<\/li>\n<\/ol>\n<hr>\n<h2>Frequently asked questions<\/h2>\n<h3>What is the difference between a prospect and a contact?<\/h3>\n<p>A <strong>prospect<\/strong> is an unqualified sales contact (prospect, lead). A <strong>contact<\/strong> is an individual linked to a customer account. The prospect becomes a contact during conversion.  <\/p>\n<h3>Can a prospect be deleted?<\/h3>\n<p>Yes, but it is recommended to set it to <strong>Lost<\/strong> or <strong>Dormant<\/strong> rather than deleting it, in order to keep the history.<\/p>\n<h3>Can I convert a prospect without creating an account?<\/h3>\n<p>Yes, during conversion you can choose which modules to create. For example, you can create only a contact without an account, or an account without a deal. <\/p>\n<h3>Is the prospect deleted after conversion?<\/h3>\n<p>No. The prospect is marked as <strong>converted<\/strong> and remains accessible in the system. It simply no longer appears in the default active views.  <\/p>\n<h3>How can I find converted prospects?<\/h3>\n<p>Create a custom view with a filter on the <strong>Converted<\/strong> field, or search for the prospect directly by name or number.<\/p>\n<h3>Can I modify field mapping during conversion?<\/h3>\n<p>Yes, the administrator can configure the mapping via <em>Settings &gt; Prospects module field mapping<\/em>. This allows you to choose which prospect fields correspond to which fields in the target modules. <\/p>\n<hr>\n<h2>Glossary<\/h2>\n<div style=\"overflow-x:auto\">\n<table>\n<thead>\n<tr>\n<th>Term<\/th>\n<th>Definition<\/th>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td><strong>Prospect (Lead)<\/strong><\/td>\n<td>Inbound sales contact, not yet qualified or converted into a customer<\/td>\n<\/tr>\n<tr>\n<td><strong>Conversion<\/strong><\/td>\n<td>Process that transforms a prospect into an Account, Contact, and\/or Deal<\/td>\n<\/tr>\n<tr>\n<td><strong>Account<\/strong> (Account)<\/td>\n<td>Record representing a customer company<\/td>\n<\/tr>\n<tr>\n<td><strong>Contact<\/strong><\/td>\n<td>Record representing an individual linked to an account<\/td>\n<\/tr>\n<tr>\n<td><strong>Deal (Potential)<\/strong><\/td>\n<td>Sales opportunity with an amount and a probability of closing<\/td>\n<\/tr>\n<tr>\n<td><strong>Status<\/strong><\/td>\n<td>Indicator of the prospect\u2019s progress in the qualification cycle<\/td>\n<\/tr>\n<tr>\n<td><strong>Source<\/strong><\/td>\n<td>Origin of the prospect (how it was acquired)<\/td>\n<\/tr>\n<tr>\n<td><strong>Owner<\/strong><\/td>\n<td>Kafinea user responsible for tracking the prospect<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<hr>\n<h2>Related references \ud83d\udd17<\/h2>\n<ul>\n<li><a href=\"https:\/\/www.kafinea.com\/en\/documentation\/kafinea-interface\/records\/\">Records<\/a><\/li>\n<li><a href=\"https:\/\/www.kafinea.com\/en\/documentation\/api\/rest-api-introduction\/\">The Kafinea API<\/a><\/li>\n<li><a href=\"https:\/\/www.kafinea.com\/en\/documentation\/automation\/forms\/\">Forms<\/a><\/li>\n<li><a href=\"https:\/\/www.kafinea.com\/fr\/documentation\/campagnes\/les-campagnes-marketing\/\">Marketing Campaigns<\/a><\/li>\n<li><a href=\"https:\/\/www.kafinea.com\/fr\/documentation\/interface-kafinea\/les-tableaux-de-bord\/\">Dashboards<\/a><\/li>\n<li><a href=\"https:\/\/www.kafinea.com\/en\/documentation\/sales\/customer-accounts\/\">Customer accounts<\/a><\/li>\n<li><a href=\"https:\/\/www.kafinea.com\/fr\/documentation\/ventes\/les-contacts\/\">Contacts<\/a><\/li>\n<li><a href=\"https:\/\/www.kafinea.com\/fr\/documentation\/marketing\/les-affaires\/\">Deals<\/a><\/li>\n<li><a href=\"https:\/\/www.kafinea.com\/fr\/documentation\/mappage-de-donnees\/le-mappage-de-conversion-de-prospect\/\">Lead Conversion Mapping<\/a><\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>\ud83d\udccd Where can you find this module?Main menu &gt; Marketing This module enables tracking and information handover between your sales representatives, and triggers a wide range of sales actions. You can view and filter all your marketing prospects, track your interactions with them, and convert them into customer accounts. Good to know: A prospect is&#8230;<\/p>\n","protected":false},"author":17,"featured_media":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_uag_custom_page_level_css":"","_kad_post_transparent":"","_kad_post_title":"","_kad_post_layout":"","_kad_post_sidebar_id":"","_kad_post_content_style":"","_kad_post_vertical_padding":"","_kad_post_feature":"","_kad_post_feature_position":"","_kad_post_header":false,"_kad_post_footer":false,"_kad_post_classname":"","footnotes":""},"doc_category":[808],"doc_tag":[],"class_list":["post-444600","docs","type-docs","status-publish","hentry","doc_category-marketing"],"year_month":"2026-08","word_count":1328,"total_views":"2","reactions":{"happy":"0","normal":"0","sad":"0"},"author_info":{"name":"Kenny Legros","author_nicename":"kenny-legros","author_url":"https:\/\/www.kafinea.com\/en\/author\/kenny-legros\/"},"doc_category_info":[{"term_name":"Marketing","term_url":"https:\/\/www.kafinea.com\/en\/help\/marketing\/"}],"doc_tag_info":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.1 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Help - Leads &#8226; Kafinea<\/title>\n<meta name=\"description\" content=\"The Prospects module enables tracking and information handover, and triggers a wide range of sales actions.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.kafinea.com\/en\/help\/marketing\/leads\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Help - Leads &#8226; Kafinea\" \/>\n<meta property=\"og:description\" content=\"The Prospects module enables tracking and information handover, and triggers a wide range of sales actions.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.kafinea.com\/en\/help\/marketing\/leads\/\" \/>\n<meta property=\"og:site_name\" content=\"Kafinea\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data1\" content=\"7 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.kafinea.com\\\/en\\\/help\\\/marketing\\\/leads\\\/\",\"url\":\"https:\\\/\\\/www.kafinea.com\\\/en\\\/help\\\/marketing\\\/leads\\\/\",\"name\":\"Help - Leads &#8226; 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Marketing This module enables tracking and information handover between your sales representatives, and triggers a wide range of sales actions. You can view and filter all your marketing prospects, track your interactions with them, and convert them into customer accounts. Good to know: A prospect is...","_links":{"self":[{"href":"https:\/\/www.kafinea.com\/en\/wp-json\/wp\/v2\/docs\/444600","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.kafinea.com\/en\/wp-json\/wp\/v2\/docs"}],"about":[{"href":"https:\/\/www.kafinea.com\/en\/wp-json\/wp\/v2\/types\/docs"}],"author":[{"embeddable":true,"href":"https:\/\/www.kafinea.com\/en\/wp-json\/wp\/v2\/users\/17"}],"replies":[{"embeddable":true,"href":"https:\/\/www.kafinea.com\/en\/wp-json\/wp\/v2\/comments?post=444600"}],"version-history":[{"count":0,"href":"https:\/\/www.kafinea.com\/en\/wp-json\/wp\/v2\/docs\/444600\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.kafinea.com\/en\/wp-json\/wp\/v2\/media?parent=444600"}],"wp:term":[{"taxonomy":"doc_category","embeddable":true,"href":"https:\/\/www.kafinea.com\/en\/wp-json\/wp\/v2\/doc_category?post=444600"},{"taxonomy":"doc_tag","embeddable":true,"href":"https:\/\/www.kafinea.com\/en\/wp-json\/wp\/v2\/doc_tag?post=444600"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}