Leads are an important concept throughout the sales process, whileA CRM management system can help a business achieve comprehensive management of leads, including lead collection, distribution, follow-up, conversion, and final transaction realization. This article will start with the collection of clues,Introducing you: What is CRM Lead Management?The 6 common ways CRM systems collect leads are:1Manual entry 2Import a local file 3**Form Collection 4Business Card Scan 5Other platforms import 6**Customer service access.
Clues:is an important concept in CRM systems that refers to raw information about companies, individuals, and business opportunities. There are all sorts of information, including forms, offline exhibitions, social networks, emails, business cards, etc., and only some of the leads can be converted into actual sales opportunities.
Lead Management:That is, to control the whole process of lead generation, distribution, cultivation, conversion and analysis.
The CRM management system can help salespeople screen, follow-up, cultivate and convert leads, and improve sales efficiency and performance.
Clues:Potential, interested, or in-demand customer information that is at the forefront of the sales process. Generally, it is obtained through marketing activities, online channels, ** consultation, etc.
The purpose of the lead is to further visit and follow up, understand the real needs and intentions of customers, and improve customer awareness and trust.
Business Opportunities:Customer information that has confirmed needs and intentions, it is the middle and back end of the sales process. Generally, it is transformed through the screening, cleaning, and cultivation of clues.
The purpose of the business opportunity is to negotiate and facilitate, provide suitable solutions and promote the final closing and contracting.
Summarize with three sets of keyword comparisons:
Leads are prospect-oriented, and leads are prospect-oriented;
Clues are used to find problems, and business opportunities are used to solve problems;
The key to leads is to improve quantity, and the focus of leads is to improve quality.
Features:Manual entry is the simplest and most common way to use cases where there are not many clues and relatively simple data.
How it works:
1.Enter by template:In the CRM system, you can directly fill in the lead form and enter the basic information of the lead, such as name, email, company, position, etc.
2.Custom forms:You can also customize the lead form, adding or removing fields to tailor the lead details you need based on your agency's sales and marketing processes.
Advantages:The advantage of manual entry is that it is easy to operate, and leads can be added to the CRM system in a timely manner, which is convenient for follow-up and management. The disadvantage is that it is less efficient, and if the number of leads is high, there may be omissions or excessive time and effort.
Features:Importing local files is a suitable way to import high-volume leads, and the advantage is that it is efficient, can save time, and avoid duplicate entries.
How it works:You can save your lead's information in Excel** or another formatted file and import it into your CRM system all at once. CRM supports importing files in XLS, XLSX or VCF formats, and can import up to 5,000 records at a time. If you have too many leads, you can split them into multiple files for upload.
Limitations:It is necessary to pay attention to the format and content of the file to ensure that it matches the fields in the CRM system, otherwise it may lead to data loss or errors.
Features:Form collection is a suitable method for offline events or exhibitions.
Steps:
1.Create a form through the CRM system that contains the lead information you want to collect, such as name, email address, etc.
2.Print out this *** form or display it on the screen and have participants scan *** to fill out the form and submit the information.
3.Import leads into your CRM system in real-time without manual entry or file import.
Pros & Cons:The advantage is that it is convenient and fast, which can increase the engagement and conversion rate of leads. However, it is necessary to ensure the stability of the network, as well as the clarity and visibility.
Applicable Scenarios:Scanning a business card with a mobile phone is a suitable way to visit customers or business meetings.
How it works:You can use the business card scanner function of the mobile CRM system to automatically identify and fill in the corresponding fields on the customer's business card, quickly import the information in the business card into the CRM system, and send emails directly to the contact person to grasp the opportunity.
CRM's business card scanner supports importing or scanning business cards from the gallery in 17 languages, including Chinese, English, French, Spanish, German, Russian, and Japanese.
Pros & Cons:The advantage of mobile phone scanning business cards is that it is simple to operate, which can reduce input errors and improve the accuracy of data. Pay attention to the quality and clarity of your business card, as well as the lighting conditions when scanning.
Applicable Scenarios:Third-party platform integration is a suitable way to collect leads across multiple channels.
Steps:You can integrate your CRM system with other platforms. In addition to general platforms such as email, social media, and brand official websites, Zoho CRM also adds integrated support for WeCom, Tianyancha, WhatsApp, and bidding information. The data of these third-party platforms can be synchronized to the CRM management platform through the interface, and processed in one stop within the CRM system.
Pros & Cons:Expand the reach of lead acquisition by sourcing leads from third-party channels that users use frequently. However, it is necessary to pay attention to the compatibility and security of the platform, as well as the consistency and integrity of the data.
Applicable Scenarios:Customer service access is a suitable way to use a mobile app.
How it works:Through the customer service function of the CRM system, communicate and interact with visitors to the CRM or mobile app in real time, understand their needs and intentions, convert them into leads, and import them into the CRM system.
The above is the form of the customer management system to collect leads. High-quality leads are a prerequisite for enterprises to improve sales efficiency and create more value, and they must be paid special attention. For the knowledge of lead management and follow-up and sales management, we will update the in-depth analysis article in the future, welcome to stay tuned.