Qualifying Leads
Improve your effectiveness by Qualifying your LeadQualifying leads upfront helps you to improve effectiveness of your sales process and to improve efficiency of sales teams. Qualifying your leads helps you to know more about your prospects and prioritize them for better conversion results.
Your HelloLeads mobile app provides you key qualifying parameters – Potential of the lead, Lead stage, Product group, Customer group, Tags, Deal size and Notes - and capturing them helps you to qualify your leads properly.
- Configuring key qualifiers
- Product Groups
- Customer Groups
- Tags
- Lead Potential
- Lead Stages
Configuring key qualifiers
You can pre-configure key qualifiers - product groups, customer groups and tags.
Pre-Configuring your qualifiers will save time later when you are adding these data, every time you add a new lead.
To pre-configure qualifiers, Tap on Menu > Settings > Qualifiers and add your products/ service group, Customer groups and tags by clicking add button at the bottom of each page.
Against each value, you can tap on (⁝) to edit or delete each product and service group, customer groups and tags.
Product Groups
You can map each lead with the products or services they are interested in. With this, you improve quality of lead data and it help you to sell better.
Customer Groups
You can map each lead with the customer group or segment they belong to. With this, your sales pitch can be tailored for a better sales conversions.
Tags
In addition to mapping product and customer group to your leads, using tags you can capture frequently used terms that are common across leads. Example: ‘Demo requested’ or ‘Referred by Matt’.
Let us now understand how we can use the lead stage, potential stage and deal size to further qualify your leads.
Lead Potential
Potential of your lead represents the probability for conversion based on their business needs, product / service fitment, budget, and organizational background.
Here are a few suggested actions for each lead potential
| Lead potential | Suggested actions |
|---|---|
| High | Speak with each high potential lead, understand their needs, send a price estimate using HelloLeads (insert page link to quotation and invoice here) |
| Medium | Assign to your team members and schedule a follow up; Set a repeat follow up if necessary |
| Low | Add them to a bulk of mass email campaign to educate on your products and services |
| Not relevant | Not relevant to your business, mark them and later delete. |
Lead Stages
Each lead you add goes through certain stages, starting from a cold call or enquiry to closing the deal. You can review your leads at each stage and take appropriate action to move them to next logical stage till they become your customer. The analytics associated with the lead stage will provide you more insights on how to drive your sales strategy effectively. Your HelloLeads application provides you an option to capture and track these stages in a systematic manner.
HelloLeads provides, by default, 6 pre-set lead stages for your quick use.
| Stage | What Each Stage Represents |
|---|---|
| Open | Lead just entered of enquiry received |
| Contacted | When you have spoken to the lead or connected by email / text msg /WhatsApp |
| Qualified | When the lead has genuine needs for your product or service or you have products that can meet his / her needs. Also when you have shared a quotation or a price estimate to the lead. |
| Customer (Won) | When a lead purchases your product or service |
| Inactive | Was a customer some time back but dormant or inactive now |
| Deal Lost | The needs of the prospect do not match with products or services you offer and you have decided not to follow up with this lead anymore. |
The Lead Stage can be customized as per your organization or business requirement in the web app. Go to Settings in the Left-hand menu panel and click on Lead Stage Customization.
Note:The customization of Lead Stage is at account level and hence changes will reflect for all lists and all users.
Deal Size
Deal size enables you to capture the monitory value or business potential for the deals. Deal size can be (a) budget of the customer (b) amount quoted in the estimate / price proposal or (c) final amount at which the deal is being closed.
Reports and analytics use this deal size along with lead stage to identify your team’s overall conversion ratio and their performance as well.
Notes
For each lead, at the time of adding their details you can use ‘Notes’ to capture additional information in the form of a free text or your can do a voice to text option.
Social links
Engaging with your lead in social media platform helps you in faster conversion of your leads. In your HelloLeads mobile app, you can add the social media links and other related web links for your leads under “Info+”.
Lead location
Capturing the geo-location where you added a lead in HelloLeads is possible and is helpful.
The geo-location where you added a lead helps you to know where the lead was added and it drives decisions as to how you engage with prospects further. For example, you may want to deal with expo leads differently from leads added during your sales visits.
In addition to geo-location, date and time, and name of the person adding a lead, are also automatically captured for further analysis.
To capture geo-location of where a lead is added, all you have to do is turn your phone GPS ON and capture leads via your HelloLeads mobile app.
Custom Fields
In addition to standard qualifiers like product group, customer group and tags, you can also create additional fields (called custom fields/ qualifiers) and use them for capturing additional details.
To do this, new custom field(s) need to be created in your HelloLeads web application. After creating the custom field, you need to map the custom qualifiers to lists as required, so that you can capture this additional information as and when you add a lead.
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