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Semelhante a Lead management ppt by chidiebube wilson nzeme
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Lead management ppt by chidiebube wilson nzeme
- 2. Outline. Concepts. How to generate leads. Lead qualification. Lead disqualification. Lead to sales conversion. Rules in Lead management.
- 3. Concepts. Sales process, refers to steps that track interaction with leads from their first point of engagement with a business through to the close of a sale. A lead, is an individual or organization that expresses an interest in your products or services. Lead management is the process of generating and nurturing leads in the sales pipeline to a point they finally make a purchase.
- 4. How to generate leads. Customer Referrals Sales Email Contact us Forms Product flyers Social Media SEO Inbound and Outbound Marketing
- 5. Lead qualification methodologies. BANT FAINT ANUM CHAMP
- 6. Lead qualification method. B A N T • Budget • Does the lead have a budget set aside for this purchase? • Authority • Does the Lead have adequate authority to sign off on a purchase? • Need • Does the Lead have a business pain you can solve? • Time • When is the prospect planning to buy?
- 7. Lead Disqualification. No budget No authority No interest No timeline
- 8. Lead to Sales conversion. •Email & Call •Social media •Visit Connect •Needs analysis •Solution Research •Irresistible Offer •Presentation Solution •Proposal •Negotiation •Contract The sale •Support •Resolve concerns Feedback
- 9. Lead to Sales conversion. Connect. Emails Personalize Don’t rush Sound helpful Track emails Calls Be polite Address resistance early Leverage on past activity Build rapport
- 10. Lead to Sales conversion. Research. Needs analysis Evaluate industry trends Qualify your solution Evaluate options
- 11. Lead to Sales conversion. Solution. Unique solution Good branding Pricing Presentation
- 13. Lead to Sales conversion. Feedback. Closing After sales support Product or Service evaluation Client satisfaction
- 14. Rules in Lead Management. Respond on time Assign leads appropriately Keep to appointments Nurture your leads persistently Send proposal on time Update your CRM
- 15. Summary Lead Management. •The process of generating and nurturing leads in the sales pipeline to a point they finally make a purchase. How to Generate Leads? •- Customer Referrals •- Sales Emails •- Contact us Forms •- Product flyers •- Social Media •- SEO •- Inbound and Outbound Marketing Lead Qualification. BANT •- Budget •- Authority •- Need •- Timeline Lead to sales conversion. •- Connect •- Research •- Solution •- Sale •- Feedback Lead management rules
Notas do Editor
- Prospect: person in your target demographic and market Lead: person in your target demographic and market, who wants to learn more about solutions you offer Customer: a person who’s purchased your solution
- BANT Budget, Authority, Need, Timeline. FAINT. Funds, Authority, Interest, Need, Timing ANUM. Authority, need, urgency and money. CHAMP. Challenge/need, Authority, Money, Prioritization/time. BANT; Budget: Is the prospect capable of buying? Authority: Does your contact have adequate authority to sign off on a purchase? Need: Does the prospect have a business pain you can solve? Timeline: When is the prospect planning to buy? Here are a few examples of BANT questions in the context of a prospect conversation: Budget Do you have a budget set aside for this purchase? What is it? Is this an important enough priority to allocate funds toward? What other initiatives are you spending money on? Does seasonality affect your funding? Authority Whose budget does this purchase come out of? Who else will be involved in the purchasing decision? Need What challenges are you struggling with? What’s the source of that pain, and why do you feel it’s worth spending time on? Why hasn’t it been addressed before? What do you think could solve this problem? Why? Timeline How quickly do you need to solve your problem? What else is a priority for you? Are you evaluating any other similar products or services? Do you have the capacity to implement this product right now? CHAMP. Challenge/need, Authority, Money, Prioritization/time. CHAMP is similar to ANUM but places Challenges ahead of Authority. “Your prospect buys things because they have a challenge,” Insight Squared founder Zorian Rotenberg writes in a blog post. “[Challenges] are the first fundamental part of sales qualification.” CHAMP also defines authority as a “call-to-action,” not a roadblock. If your initial contact is a low-level employee, you can safely assume they won’t be the decision maker. That doesn’t mean you should hang up the phone. Instead, “ask your prospect questions that help you map out their company’s organizational structure” to determine who to reach out to next, according to Rotenberg. ANUM. Authority, need, urgency and money. ANUM is an alternative spin on BANT. When qualifying using ANUM, a sales rep’s first priority should be to determine whether they are speaking with a decision maker. Need functions the same way as it does in BANT, but has been moved up in priority. Urgency correlates with Timing, while Money replaces Budget, but with subtle distinctions. FAINT. Funds, Authority, Interest, Need, Timing The Rain Group advocates using FAINT (Funds, Authority, Interest, Need, Timing) to qualify sales leads. FAINT is designed to reflect the fact that many purchase decisions are unplanned and thus will not be associated with a set budget. Like ANUM, reps using FAINT should look for organizations with the capacity to buy, regardless of whether a discrete budget has been set aside. FAINT also adds Interest into the mix. According to RAIN Group’s John Doerr and Mike Schulz, Interest is defined as “[generating] interest from the buyer in learning what’s possible and how to achieve a new and better reality than the one they have today.”
- No budget. The lead does not have budget to purchase your organization’s offering. No authority. The lead does not have purchase authority and cannot connect the sales person to an authority. No interest/need. The lead is not interested or has no need for your organization’s offering. Not ready to buy within X months. The lead’s timeframe to purchase is beyond the point at which the sales rep is expected to engage. When this option is selected, the lead should be entered into a nurturing program that will automatically task the rep to re-engage with the lead.
- Relate slide 8-10 to social sales. Connect; Sending an e-mail to a prospect before making a phone call can double the response rate, but only if it is done right. Call; Be a human first, and a salesperson second. Social media; get across to your leads and find out more about them on social media sites like LinkedIn, Facebook etc. You can use Lead retrieval tools like Lead Grabber (LinkedIn) and Social Leads (LinkedIn & Facebook) to import leads to your CRM. Always update your engagements on the CRM.
- Relate slide 8-10 to social sales EMAILS. An e-mail warms up the conversation, making it easier for callers to refer to the e-mail rather than diving into a complicated script. Make e-mails look like they are individualized. Address the recipient appropriately, Don't rush the relationship by sending content that's not relevant to your prospect's stage in the sales cycle. Sound helpful and don’t rush to sell immediately. Track email. NOTE; While email may be the quick, easy way to do things, it’s certainly not the most efficient way. The majority of the people that you send your emails to likely won’t even end up reading them. A study showed that 57% percent of people who receive such emails treat them as spam. However you can use email tracking software's to know which recipients opened your mails, at where and what time, how long the mail was open and how many times it has been opened. With email tracking software's, you will also know which recipient clicked the links you included in your email. This alone communicates interest. Make e-mail content credible by including links to information the prospect can click on, such as a case study, white paper, analyst report, or a short video or demo. CALLS. Be polite. 2. Address resistance early; “sounds like I caught you at a bad time.” Nine times out of 10, they’ll swoop in to save you and insist that now is actually an okay time. At that point, you’ve earned yourself permission to continue the conversation. Hello, this is _______ from _______. Did I catch you at a bad time? Leverage on past activity. Build rapport first. Don’t rush to sell.
- Relate slide 8-10 to social sales Research. Need Analysis is the process of identifying and evaluating needs. The identification of needs is a process of. Describing problems. Evaluate industry trend and know whether this challenge is ubiquitous in the industry or unique to this particular lead. What steps are other firms in the industry taking to solve this challenge already. You shouldn’t be offering a deployed call centre service solution when the industry trend is having an outsourced contact centre solution. Qualify whether you have a fit solution; is your solution inline with industry trend, is it fit for this lead, how scalable is it, what is the ROI to you and the Lead? Evaluate options in proffering a bespoke solution. You can actually Upsell, cross sell or refer to a trusted client. Deliver value in your solution.
- Solution. Remember, your prospects don’t need you as much as you need them. They have a multitude of choices available to them. Unless you offer them a really meaningful benefit for doing business with you, it’s easier for them to take no action at all. Branding. 1. Does your solution speak to the lead’s need. 2. Your solution should be properly branded in line with the lead or company’s challenge, e.g. Aku Ebonyi IGR solution. 3. Let the solution be like what a cold bottle of water is to the man out on the street on a sunny afternoon. Pricing. Every commodity sells for a good price. A competitor can easily clone what you have and attempt to offer it at a reduced price. e.g. SERMS in Enugu- competitors started offering there scratch card solution as a managed service as against what they do earlier; train the teachers and have them manage it themselves. Have in mind to social sell, not a one time sale. Presentation. Use relevant and not outdated templates or content for presentations. Your presentation theme and colours should be reflective of the lead’s brand, your brand or a mix of both. Subconsciously the need to buy from you will be reassured. Connect with the audience through storytelling. Research shows that people retain 20% of what they see, 20% of what they hear, and 50% of what they see and hear.
- Proposal. A poorly executed proposal can diminish months of excellent sales effort. Endeavour to submit the proposal on time and follow up appropriately. Negotiating. Sales negotiations might take place over a series of meetings, conversations and phone calls, or can begin and end within minutes. If the negotiations dragging on for too long, this indicates that an error occurred, and the lead has to bounce back to the needs analysis. A good advice here would be to create a detailed plan for follow-ups and additional contacts. Contract.
- Feedback. When the sales comes to its closure, the opportunity either becomes a win, a lost, a rerouted opportunity or a rejected deal. When a sales team loses a deal they can learn from the mistakes accurately recorded in the CRM. After sales support, get across to them to know how the product is serving them. Evaluate whether the solution deployed is solving the intended need. Assess if client is satisfied with the performance of the solution.
- The quicker you contact the lead, the higher likelihood you will have of closing the sale. Think about what individuals or groups will best handle the type of lead arriving in your system. Be smart!
- Lead management is the process of generating and nurturing leads in the sales pipeline to a point they finally make a purchase. - Customer Referrals - Sales Emails - Contact us Forms - Product flyers - Social Media - SEO - Inbound and Outbound Marketing BANT - Connect - Research - Solution - Sale - Feedback Lead management rules