Leads Management
What is leads/marketing qualified leads/sales qualified leads/opportunities/customer?
- "Leads" means contact of any person that can become our future customer.
- "Marketing qualified leads" means contacts of people who have been approached by us and accepted to give us their personal information such as email & phone number.
- "Sales qualified leads" means contact of people who have demand and are willing to contact with us.
- "Opportunities" means contact of people whom we sent estimate already, or whom we have direct meeting with, set up proposal or Skype meeting.
- "Customer" means contact of those who orders service from us and we successfully process Close won procedure.
Pipeline
https://gyazo.com/f33c0c4189d2733c30da95340cf28f78
Keep track of this pipeline, we can know the number of each stage we are having so that we can think of suitable strategy to turn all of them into customers.
Marketing Story
Follow the pipeline, create story
https://gyazo.com/a31b8916e9bf197d5471133abbf7e3ba
An example of Marketing Story
Next, set up specific scenario target with specific cost of each one.
https://gyazo.com/17e5a9914b7c4114d0b727dcfb660277
In addition, each scenario should have specific KPI as well as road to success:
1. Newly setup company list:
https://gyazo.com/650a29f895359cf25381bf7b499c4d70
https://gyazo.com/716486b146f04cb170ece38273750590
Ways to success:
From now to 31st January: design letter, prepare call-list & phone script
Training & sharing about customer service
Integrate data into Hubspot. PIC: IT staff
Launching newly setup company approach in February. PIC: 3 sales staff
Each person is in charge of 10 calls, taking 1 hour / day, note in Hubspot.
Assess potential customer on Friday of third week of each month
2. Exhibitions:
https://gyazo.com/255f5bf156e0b7a846582f7ebcdb6578
https://gyazo.com/c530faa201f7aaafbb41ce5434eb2471
Ways to success:
3. Seminars
https://gyazo.com/6251c67d1c94ed996ef2ab5a36a2ad85
https://gyazo.com/c2ad4166825adbaa9e33c262c4b4af8d
Ways to success:
4. Entrepreneurs Meetup:
https://gyazo.com/95ef2f656c6b6283a70eebd802837914
https://gyazo.com/8ee4a963cc83016bbbdcc00596cb344a
Ways to success:
5. Affiliates
https://gyazo.com/0f9058a1b0e93465f0e2d7cf21a68fd4
https://gyazo.com/f1b1accd3069c8eb1b2d0c70c605f28e
Ways to success:
Accquaintances
Website
Social networks (groups & forums)
Activities
Create a google calendar and share with the company: Following the above plan, create specific activities on Google calendar and assign for Person in charge. - Update events every second Friday of each month.
Manage marketing on HubSpot: Integrate data and keep updating contacts on Hubspot to assess the up-to-date achievements.