12. Define Next Step
Golden Rule
If you promise a document, technical answer, demo, contact or follow-up, record it immediately.
Do not rely only on someone else’s lead scan. You need your own record of what you promised.
Capture:
- visitor name;
- company;
- question or request;
- promised action;
- owner;
- deadline or next step.
Example:
“I’ll send you our migration architecture tomorrow.” Write it down before the next conversation starts.
A good conversation ends with a clear next action.
Possible next steps:
- Send materials
- Book a demo
- Arrange a technical call
- Connect with Sales
- Connect with Presales
- Share documentation
- Follow up after the event
Do not end with “we’ll be in touch” unless someone has recorded who will do what.