What makes an opportunity qualified at Lets Elevate
Lets Elevate does not publish a single definition of a qualified appointment, because the criteria that make an opportunity worth a client's time differ from one business to the next. Instead, before every campaign, Lets Elevate agrees a written set of qualification criteria with the client, applies them to every opportunity it hands over, and reviews any opportunity that falls outside them. That is the Lets Elevate Quality Commitment.
The Lets Elevate Quality Commitment
We stand behind the opportunities we create. Every campaign starts with clearly agreed targeting and qualification criteria, built around your business, your ideal customer and what a real opportunity looks like for you. If you ever feel an opportunity we have generated falls outside those agreed criteria, we will review it with you and take the appropriate action. We do not take a one-size-fits-all approach to qualification. We agree what quality looks like with you at the outset, document it in the campaign process, and hold ourselves accountable to it for the life of the campaign.
What the criteria usually cover
The exact list is written for each campaign. These are the fields it is most often built from:
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Target company profile
industry, size, geography
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The specific decision-maker or job role
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Current supplier, solution or existing arrangements
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A relevant business need, challenge or requirement
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Contract, renewal or review dates
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Timescale, or an upcoming project
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Current spend or budget, where relevant
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Qualification questions unique to the client's proposition
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Agreed exclusions or disqualifying criteria
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Genuine interest in exploring the client's solution
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A clearly agreed next step
Some campaigns need three of these. Some need all of them and several more. The list is agreed before outreach begins and is the standard every appointment is checked against.
Why not one definition and a replacement policy?
Because a definition written to cover every client is either so loose it means nothing or so tight it excludes good opportunities. A blanket "we replace any appointment that cancels" sounds reassuring and rewards booking meetings that were never going to hold. Agreeing the standard with you, in writing, and being held to it is a harder commitment to make and a more useful one to have.
When the right number of appointments is a small one
The criteria also decide how many opportunities a campaign should produce. On some campaigns the answer is deliberately few: where a single project is worth a year of smaller ones, the criteria are written for commercial value and the appointment count is never the measure. Agreeing that at the outset is what stops a campaign being judged by the wrong number nine months later.
What happens when an opportunity falls short
You tell us. We review the opportunity together against the agreed criteria. If it fell outside them, we take the appropriate action - which, depending on what was agreed for your campaign, may mean rebooking, replacing or re-qualifying it, and always means looking at why it got through. The point is not the remedy; it is that the standard is written down before anyone has to argue about it.
What the standard has produced
On a twelve-month campaign for a UK technology business, qualification against agreed criteria produced 127 or more appointments of which 72% went on to a proposal. Across our campaign history, around 90% of booked appointments are held and roughly 1 in 2.8 qualified opportunities becomes a customer. All three are historical averages; none is a guarantee.
FAQ
Questions
What is a qualified appointment?
A meeting with a decision-maker at a company that fits an agreed profile, who has a relevant need and a realistic timescale, and who has agreed a specific next step. At Lets Elevate the exact criteria are agreed in writing with each client before the campaign begins.
Does Lets Elevate replace cancelled appointments?
Lets Elevate does not publish a blanket replacement policy. Any appointment that falls outside the criteria agreed with the client is reviewed with the client and the appropriate action taken, as set out in the Lets Elevate Quality Commitment.
Who decides whether an appointment was qualified?
The client and Lets Elevate together, against the written criteria agreed before the campaign.
Can I see the criteria before I sign?
Yes. Drafting them is the first thing that happens in discovery, and an anonymised example from a previous campaign is available on request.
The agreed criteria are the first thing we write with a new client and the first thing we would show you. Ask for a copy of a criteria sheet from a past campaign, anonymised, and compare it to what any other agency will put in writing.
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Tell us what a good opportunity looks like for you
One conversation. We will tell you honestly whether outbound is the right next step, and what it would take.