Converting leads to opportunities for support

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Let’s convert a Lead using the Nonprofit Success Pack. We’ll start with Joe Smith’s lead record. You’ll notice that there are several NPSP-specific fields, which we can use on the page layouts. We have Preferred Phone, Preferred Email and Company Address. If we have the Volunteers for Salesforce app installed we can also add a section of volunteer related fields. It’s important to note that the Company field is required. Since Joe does not have an affiliated Company, we need to set this field to Individual. With that, we’re ready to convert. Navigate to the upper right corner and click the Convert button. Let’s go through the conversion options. First, we can optionally change the record owner or choose to send an email notification to that user. Then we’ll decide whether to merge this lead with an existing contact (if one is available) or create a new contact. In this case, we’ll create a new one. If we’re also tracking a donation, we can create an Opportunity by unchecking this box. In the Opportunity Account field, we’ll leave Contact Account selected since this is a personal donation from the Contact’s Household Account. Lastly, we’ll leave the Converted Status with the default value. And click Convert. Great! Now we have a new contact and a new household account. In the Related tab, we can see the newly created opportunity as well. Now let’s see how the conversion is different if the lead has an affiliated organization. Here is Sarah Smith’s lead, and we can see that she works for ACME Foundation on 123 Main Street. Let’s click Convert. Just as before, we’ll set the record owner and choose a new or existing contact. This Account field will only show for leads with affiliated organizations and it determines the resulting contact’s standard Account field.. Since we’re using the Household Account model, it is important that the automation creates a household account here, so we’ll leave the default option. Since we don’t want to lose the lead’s organization information, we’ll set that here under Affiliated Account and this will become the contact’s Primary Affiliation. Next, we’ll uncheck this box so that we generate a new opportunity record as well. In the Opportunity Account field, we’ll select the Contact Account if this is a personal donation or Affiliated Account if this is an organizational donation. In this case, we’re pursuing a personal donation so we’ll select Contact Account. Finally, let’s set the status and click Convert. As expected, we now have a new Contact, a new Household Account and a link to the Primary Affiliation with the proper address fields. In the related tab, we can also see the newly created Opportunity. For more details about converting leads, check out the NPSP documentation. Thanks for watching.