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CRM: Lead, Prospect & Client

Organize contacts through your sales funnel using three role types: Lead, Prospect, and Client.

Understanding Contact Roles

Within Unificus, you’ll categorize your contacts into three distinct role types that reflect their position in your sales funnel.

LEAD: This designation applies to individuals you’ve connected with and exchanged information with, but where no formal business relationship has yet developed. Leads cannot access your Unificus portal.

PROSPECT: Once a Lead demonstrates interest or shows readiness to move forward, promote them to Prospect status. Prospects gain login access to your Unificus portal, enabling you to share confidential pricing details, marketing materials, direct communications, Estimates, Proposals, and other resources suited to this engagement stage.

CLIENT: When you finalize an agreement and begin conducting business together, convert your Prospect to Client status. Clients can receive Invoices and be added to Projects within Unificus.

Progressing Through Your Sales Funnel

The three-role system helps you track contact advancement following this single direction: Lead → Prospect → Client. You can only move contacts forward through this sequence. Moving backward (for example, demoting a Client to Prospect) isn’t permitted because permissions expand as contacts advance, and they become connected to various system elements like Estimates, Invoices, and Projects. Reversing these connections would create complications, so role changes operate in one direction only.

Important: Role assignments can be set during initial contact import, but subsequent changes require manual adjustment or a No-Code Automation workflow. The import function cannot modify existing contact roles.

Changing a Contact’s Role

Promoting a Lead:

  1. Go to CRM > Contacts
  3. Click the Options menu button next to the Lead record
  5. Select whether to advance them to Prospect or Client status

Promoting a Prospect:

  1. Locate your Prospect in CRM > Contacts
  3. Open the Options menu for that Prospect
  5. Choose to convert them to Client status

Remember: Contact roles only advance in sequence (Lead → Prospect → Client). You cannot reverse a role change or skip steps in the progression.