Creating a New Opportunity or a Sales Lead

It is a good idea and a best practice to record every possible new Opportunity since it has has a direct impact on your revenue. Creating and maintaining diligent records for Opportunities or Sales Leads helps your Center Manager, Sales Owner, or Call Center Executive have access to the latest information so that they can easily follow up with the guest and try to complete the sale.

To create a new Opportunity or a Sales Lead:

  1. Ensure you have selected the Center in which you intend to create a new Opportunity.
    Important: You can create an Opportunity only at the Center level because this is where your actual business is and this is where you get your revenues. At the Organization level, you can view and track Opportunities and view appropriate Reports to help you in day to day activities to aid you in converting these Opportunities to actual sales.
  2. Click the Sales tab.
    The Sales Dashboard appears.
  3. On the Sales Dashboard, click Tracking > Opportunities.
    The Manage Opportunities window opens.
  4. Click Add.
    The Create New Opportunity window opens.
  5. Enter details in the General tab as follows:

    Field Descriptions

    Field

    Description

    Name

    Enter a name for the Opportunity.

    Example: Gold Membership enquiry or Enquiry about hair replacement.

    Description

    Enter a description for the Opportunity.

    Example: The guest asked about the cost of the Gold Membership and the validity of the Membership.

    Guest Name

    Enter the name of the guest.
    If this Opportunity is for a new guest, click the Add Guest icon. Enter details such as First Name, Last Name, Email, Phone, Gender, and Referral.

    Note: The Referral reasons are configured from Admin > Categories > Referrals.

    Note: Though none of the fields are marked Mandatory (*), it is a good idea to try and persuade the guest to give all details so that tracking and follow up is easier.

    Sales Owner

    Select the Sales Owner for this Opportunity from the drop-down list of employees. The  application automatically pulls up the list of employees for the Center.  

    Note: To ensure that the Sales Owner knows about a new Opportunity that is assigned to them, you need configure settings to send automated emails and messages to the Sales Owner/Employee.

    To send automated emails and messages to the Sales Owner about a new Opportunity:

    1. Ensure you are in the Admin tab at the Organization level.
    2. Go to Organization > Organizations > Email/Texts.  
    3. Scroll to the Employee section.
    4. Click  Edit next to the  setting for Create Opportunity.
      Note: You will notice that the status for Email Text is Off.  
    5. Select these two check boxes:
    • Turn this automated email on
    • Turn this automated message on
      Note: You will notice that the status for Email Text is now On.
      Note: Ensure that Email and Mobile Phone fields have accurate details under Employees > Employees > Employee Name > General > Personal Info.

    Priority

    Select priority as either High, Medium, or Low.

    Example: If the guest appears to be a high spender, you may want to set the priority at High just so that this Opportunity has higher viewability and is not missed out in Reports.

    Type

    Select the suitable Opportunity type such as Memberships, Packages, or Others.

    Example: If the guest or caller inquired about Gold Membership, select Membership as the Type.  

    Sales Stage

    Select the current stage of the Opportunity such as Prospect, Lead, Active, On Hold, Won, or Lost. 

    • Prospect: All potential guests who fit your buyer personas but have not yet been contacted. Example: If you run a business around slimming and weight loss, a guest who has called in to inquire about your slimming related treatments and services is a Prospect. 
    • Lead: The guest has expressed interest in buying a Package or a Membership. This means that the guest has the money and is willing to spend it on your services. You need to follow-up with the guest and see if you can make a sale. 
    • Active: The guest has visited a Center for a particular Service and has taken a Service or a Treatment. The guest has also probably given you feedback on your services. In this sense, he is Active and is likely to come back in the near future for a Membership of a Package. In such cases, the Center Manager or the Sales Owner needs to educate the guest about their Memberships and Packages. 
    • On Hold: The guest has not committed to a purchase of a Membership, Package, Service, or Product, but has indicated that you can call back in a week for a follow-up. 
    • Won: The guest has actually purchased a Membership,  Package, Service, or Product. 
    • Lost:  The guest has declined buying a Membership, Package, Service, or Product.

    Tip: If you keep track of updating these Sales Stages diligently by following up with your guests, you will find your revenues going up. This happens because you are tapping every available Opportunity to generate revenue.

    List Price

    Enter the actual price for the Opportunity.

    Example: Enter $6000 for hair transplant.

    Offered Price

    Enter the price you have offered to the guest for this Opportunity. This price can be same as the List Price or a bit lower so as to attract the guest to come and take the Service.

    Example: Enter $5400 for hair transplant (that’s a 10% discount on the List Price).

    Tip: Once the guest avails of the Service, you can then try to sell her a Membership or a Package.

    Follow-up Date

    Specify the next Follow-up Date with the guest.

    Example: The Follow-up Date could be over the approaching weekend or perhaps a week later.

    Expected Close Date

    Specify the date by which you think will be able to close the Opportunity. Usually, this depends on your discussions with the guests.

    Optional Text 1

    Use this field to enter information that is unique to this Opportunity and is not captured by any of the above fields.

    Optional Text 2

    Use this field to enter information that is unique to this Opportunity and is not captured by any of the above fields.

    Optional Text 3

    Use this field to enter information that is unique to this Opportunity and is not captured by any of the above fields.

    Notes

    Enter your notes for the Opportunity.

    Example: If the guest expressed interest in using the hair transplant service, you can enter Notes such as:

    Guest inquired about hair transplant service and its cost. He may be interested in some of our other Packages about hair treatments. Educate the guest about the same during follow-up call.

    You can use the Notes field intelligently to gain insights into preferences of the guest - such as interest in say weight loss or massages and then during follow-up calls, you can try to sell a Package o a Membership related to these areas.


  6. Click Finish
    The Opportunity is created.


    Note
    : You can navigate between Opportunities from the Edit Opportunities window using the navigation buttons icon 


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