Our firm classifies leads this way:

Level 1 = robust information
Level 2 = solid information supplied by the end user
Level 3 = project on hold and yet to be spoken with

Now, one would automatically assume the level 1 leads would be the more enticing group to go after, as they are far more robust than the other levels.

However, in the course of verifying projects we discovered that the majority of the level 3 leads (projects on hold) are now actively being unfrozen and activated again. In fact, in the due course of prequalifying and quantifying, we are now seeing that firms with projects on hold are unfreezing them again, and those who kept in touch with these “end users” are finding themselves in contention for consideration.

This is a signal no one can ignore. So bring those on-hold projects back to the forefront, as they are now awakening…

Do you see the same pattern?