Understanding Leads

A lead is a potential customer or prospect who has shown interest in a company’s products and services. These leads, if carefully followed up on, can convert into customers and influence others to become customers after receiving good service.

AntMyERP helps you keep a record of all these leads in a very comprehensive manner. Let’s dig a little deeper.

Settings

Navigate to Settings > Sales.

Check all the required boxes under the Lead Preferences tab.

Click on Update.

Permissions

Navigate to Settings > User Roles.

Select the employee you want to give Leads Permissions to and scroll to the right.

Select Edit option from the Action dropdown menu.

Go to the Permissions tab.

Press Ctrl+F and enter the word Lead. Enable all the permissions related to the leads.

Click on Save.

Creating a Lead

Navigate to Left Menu > CRM Sales > Leads.

Click on the plus button from the right hand side.

In the Lead form, fill in all the required fields and click on Save.

Note: You can also create a lead through Quick Add.

Leads Followup

A salesperson handles the follow up on the lead/enquiry for the potential clients.

Lost Lead

A lead is called Lost  when the lead’s order is lost to a competitor or is not given to the company for any other reason. Below is the path to record a lost lead.

Navigate to the left menu> CRM Sales > Leads.

Right click on the particular lead > Click Lost.

Select Reason of Lost from dropdown as applicable.

Select Sub-Reason from dropdown as applicable.

If Reason of Lost is selected as a Competitor, then enter the Competitor name.

The competitor should come from the client list in the dropdown.

Enter remarks against the loss.

Click Save.

Note: Once a Lead comes under the Lost Category, it cannot be changed. If the same lead comes back to the company for any reason, it needs to be added as a New lead.

Future Lead

A Future Lead is one who gives a timeline for when he might give the order in the near future. For example, the Lead will ask to be called back in two months, six months, etc.

The following are the steps to record Future Leads:

Navigate to the left menu> CRM Sales > Leads.

Right click on the particular lead. Click Future.

Select the Future Reason of call from the dropdown as applicable.

Write Remarks, if any.

Select the Future date when the Lead has requested a callback.

Click Save.

Disqualified Lead

If a lead is uncertain to be turned into an order or if a customer is not responding for any reason, it is categorized as a Disqualified Lead. 

The steps to disqualify a lead are as follows:

Navigate to the left menu> CRM Sales > Leads.

Right click on the particular lead. Click Disqualified

Select the Disqualified Reason of Call from the dropdown as applicable.

Click Save.

Qualified Lead

A Qualified Lead is one who has expressed interest and requested pricing/further information. 

The steps to qualify a lead are as follows:

Navigate to the left menu> CRM Sales > Leads.

Right click on the particular lead. Click Qualified.

Fill in the details in the fields provided.

In the dropdown for the Lead Type, select the option for which the Lead is showing interest.

Enter an existing client as a Referral from the dropdown, if applicable.

Select the option from the Lead Funnel to indicate how probable the Lead is.

Select if the Commission is applicable.

Click Save.

Qualifying a New Lead

Navigate to the left menu> CRM Sales > Leads.

Right click on the Customer and select Qualify.

Click Add to Customer Database.

Add the relevant details to the Create Customer Page.

Click Save.

Order Expected

It means when a Lead’s order can be expected.

The steps to update the above are as follows:

Navigate to the left menu> CRM Sales > Leads.

Right click on the lead name and click Edit.

Click on Add Comments.

Select Order Expected.

Click Save.

Mass Updating Leads

Mass updating is done if an existing Assignee to multiple leads is unable to pursue it for some reason. Then the same leads are mass assigned to another employee of the company. This is done in the following steps:

Navigate to the left menu> CRM Sales > Leads.

Check the box near the companies to be followed up.

Click To Assign/Follow Up/Loss/Disqualified/Future.

Enter the Employee name if To Assign is selected.

Click Save.