An enquiry is the most prominent source of business
instigation.
An Enquiry Is Not A Lead there is
a difference
An enquiry is simply people who are interested in getting educated on how to solve
a problem. One has to figure out how many of those inquiries
can become leads to pass on to sales.
A lead
is a qualified business opportunity. The only way to know whether an inquiry is
a qualified business opportunity is to ask them. You must place a call and find out if they
have the Budget, Authority, Need, and a specific Timeframe for solving their
problem.
Sales Funda® CRM software
is nothing but an organized way of managing sales enquiries in an
organization. It bifurcates between
leads and inquiries.
Sales Funda® CRM software
is an automatic management of the complete system of receiving an
enquiry and dealing with it. In order to
enhance business one must implement Sales Funda®
CRM software tactfully.
An organization can receive an enquiry in various
forms. It can be in the form of
* Enquiry form on the company’s website
* Telephone Enquiry
* Direct entry of client
Despite deploying high profile and expensive modes
to receive inquiries the deal is lost.
Research shows that as much as 71%
of inquiries are completely lost. And 36%
are never followed up on.
Inquiries get lost for a number of reasons, depending on
what type of business or industry you’re in. Some potential lost reasons are
that sometimes the person you called tells you, “I just don’t need your
product, sorry.” Sometimes you have
placed the call at the wrong time and you hear, “Now’s not a good time for us.
Maybe next year?” Many a times you can also hear “Your product is waaayyy too
expensive for my budget. We’ll have to go to your more reasonably priced competitors.”
or “I like your product, but I think your competitor’s version offers more for
us.” also “Your product is mostly great, but there are a couple of features we
really need from this that you don’t offer.”
and “Your product and company sound great…but I’m not remotely
interested. Why are you talking to me at all?”
So an
undefeated sales rep is a myth. There is
really not anyone who has never experienced the bitterness that comes when a
prospective customer tells you, “No
thanks.”
Here Analysis is the key. The reason that sales managers should analyse reasons for lost inquiry is to determine the
next course of action to better guide
the sales team going forward. Then rank
the lost reasons in descending order
from the ones that crop up the most frequently. If there is one, or a handful,
of lost reasons that are dominating the field, this should raise the alarm. It also throws light into product knowledge
like for example a feature is cited as
the most common lost reason, suggesting that your product is more-or-less
there, except for few key features that are popular among your
prospective customers. This is great source of customer or market research and passing this valuable information on to your
engineering or product team will provide the valuable insight they need to
alter the product and make it better, according to what customers want.
But there is no
telling from which mode these inquiries
will be coming from and at what rate and
the best way to gain control of the situation is to deploy an enquiry
management system. Sales Funda® CRM software can
essentially facilitate
* Proper maintenance
of enquiries received
* History of enquiries for future reference
* Automated service to ease out performance
* efficient time saving
How Effective is the
Implementation?
Sales Funda® CRM software is a very important service helpful in tracking enquiries for proper
planning and setting of business goals. Due to improper follow-up practices
many enquiries go unattended. Sales Funda® CRM software is efficient and can be of very good help to such wasted
enquiries. It is based on a simple formula and a step by
step procedure, (a) Enquiry, (b)
Follow-Up, (c) Closure.
(a) Enquiry
When an enquiry is
received the telly caller registers that and makes sure, it is passed on to the
Enquiry list so that a sales executive can pick that up and contact the
customer.
(b) Follow-Up
The company’s
executive assigned to take these enquiries gets back to the clients based on
the enquiry asked for. Any number of follow-up’s are recorded to keep track of
what has been discussed and what needs to be done next for each particular
enquiry. This practise in recording each follow-up is very important for
analysing and learn on how the executives approached the customer and what
their performance was.
(c) Closure
Depending on the
nature of job done the enquiry comes to a closure stage. The executive executes
the enquiry as per the company’s norms in order to close the enquiry. The
records will show if the enquiry was successful or if the customer declined the
offer. It can be expanded to facilitate
sending quotations and quotation management.
Since all this is an
automated system there are less hassles. The company has a record of every
enquiry in the Sales Funda® CRM software for reference in future use also. This enables
good maintenance of records for the company hence leading to the organization’s
impeccable growth. It helps to lessen
the gap between
A Closure and Won Opportunity
and Revenue!
It can be further scaled to meet
automated invoicing, sales order, work order
, challan generation and limitless
possibilities.
Call Today on 9235 35 35 35 to get a free demo.
Next step: Explore Sales Funda® CRM , ERP , or book a demo . Browse city guides on Locations .
Next step: Explore Sales Funda® CRM, ERP, or book a demo.