Lesson 2: What to Log (Quality over Quantity)

Fast Track: Selling Digital Growth

Actionable Intelligence: Quality Over Quantity

Logging data doesn’t mean writing a novel; it means capturing Actionable Intelligence. Every time you enter a note, ask yourself: “If Kevin (the PM) read this note, would he know exactly how to handle this client?”

The “Kevin Test”: Lazy vs. Strategic

❌ The “Lazy” Log

“Called client. No answer. Will try again.”

Why it fails: Zero data. It doesn’t tell us what you tried to pitch, what their current situation is, or why they should care.

✅ The “Strategic” Log

“Called [Name]. Left VM referencing Evaluation Score of 42/100. Specifically mentioned mobile speed issues. Set task for Thursday ‘Case Study’ email.”

Why it works: It gives Kevin the “Hook” he needs to follow up with precision.

Critical Details to Capture

Always log these three things during the Discovery Phase:

The Tech Stack

What are they using? (Wix, WordPress, Squarespace?)

The Pain

What is broken? (e.g. “Contact form doesn’t send emails.”)

The Sentiment

Are they frustrated? Skeptical? Eager to move?

💡 The Handoff Rule: If Kevin has to call you to ask “What’s the deal with this lead?”, you didn’t log enough. Write your notes as if you are handing the file to a lawyer. Be precise.