Leave with a practical qualification checklist with a clear next action.
Start with a real buying situation
For the worked example, the audience is the owner of an online store. Their problem is that customers hesitate at product selection or checkout. The desired practical outcome is a prioritised set of customer-journey improvements.
The example is deliberately bounded: changes must preserve payment, inventory and fulfilment integrations. That condition should influence the promise, scope and next step rather than disappear from the marketing copy.
| Illustrative offer | a store conversion and merchandising review |
|---|---|
| Buyer question | Where does a customer need information that the store does not provide? |
| Possible evidence | a recorded walkthrough with observed friction and a testable hypothesis |
| Useful asset | a product-page and checkout review checklist |
How to complete your lead qualification scorecard
- Define the problem and scope you are equipped to address.
- Choose a few fit questions tied to delivery and buying readiness.
- Identify non-negotiable exclusions.
- Decide who reviews uncertain cases.
- Track reasons for acceptance and rejection so the criteria can improve.
Worked example
These entries are illustrative planning material, not research findings or customer results. Keep the structure and replace the content with verified details.
| Problem and scope fit | The buyer confirms a relevant need: customers hesitate at product selection or checkout. The requested work fits a store conversion and merchandising review. |
|---|---|
| Timing and readiness | Clarify timing and whether the required inputs are available: changes must preserve payment, inventory and fulfilment integrations. |
| People and approval process | Ask who will use the result, who approves scope and who authorises spending. Start with the owner of an online store. |
| Exclusions or risks | A heuristic review does not prove a conversion uplift. Decline work outside capability; investigate missing information. |
| Qualified, investigate or decline | Qualified: agree to review one product category and one checkout journey. Investigate: obtain the missing evidence. Decline: explain the scope mismatch respectfully. |
Review before using it
A useful operational measure in this example is checkout completion for a defined audience and period. That does not automatically make it a marketing attribution metric. Define the source, period and owner before drawing conclusions.
- Would two team members classify the same enquiry in a similar way?
- Check the delivery assumptions: Define platform access, implementation, measurement and rollback responsibility.
- Use evidence rather than promises. A heuristic review does not prove a conversion uplift.
- Discuss the draft with someone who understands the buying situation. Start with: “Where does a customer need information that the store does not provide?”
- If the next step is a trial, define its purpose. One possible starting point is to review one product category and one checkout journey.
Common mistakes and a better review
Do not fill a missing fact with an impressive-sounding number. Mark it as an assumption, explain how you will check it and give that check an owner. A short, honest document is easier to use than an elaborate plan built on unknowns.
| Watch for | A high engagement score does not mean the company is a suitable customer. |
|---|---|
| A real buyer concern | We only want more traffic. |
| Useful response direction | More traffic may help, but let us first check whether visitors can choose the product and complete checkout without avoidable friction. |
| Evidence to collect | The buyer’s own account, a recorded walkthrough with observed friction and a testable hypothesis, and records relevant to checkout completion for a defined audience and period. |
Your working sheet
Write your own version below. Notes are saved on this browser when local storage is available. Use Download to keep a separate copy; avoid adding confidential information on a shared device.
Example: The buyer confirms a relevant need: customers hesitate at product selection or checkout. The requested work fits a store conversion and merchandising review.
Example: Clarify timing and whether the required inputs are available: changes must preserve payment, inventory and fulfilment integrations.
Example: Ask who will use the result, who approves scope and who authorises spending. Start with the owner of an online store.
Example: A heuristic review does not prove a conversion uplift. Decline work outside capability; investigate missing information.
Example: Qualified: agree to review one product category and one checkout journey. Investigate: obtain the missing evidence. Decline: explain the scope mismatch respectfully.
Review your work
Tick only what you can support with your answer or practice. This is a reflection checklist, not an automated assessment.
Questions about this resource
How do I adapt this for my ecommerce agencies business?
Replace the audience, offer and evidence with your actual information. Begin with a recent buyer conversation about why customers hesitate at product selection or checkout, then check which assumptions match your business.
Is the filled example ready to publish?
No. It is a working example. Verify claims, permissions, prices, current capabilities and any customer information before using it externally. A heuristic review does not prove a conversion uplift.
What should I do after completing the worksheet?
Use it to make one decision or have one focused conversation. The intended output is a practical qualification checklist with a clear next action. Set a review date and update it when the evidence changes.
Illustrative business worksheet. No customer results, market rates, traffic volumes or performance benchmarks are implied. About these resources.