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LEAD GENERATION AND LEAD CONVERSION AN IMPORTANT PART OF SALES PROCESS

 

1.   In the present Covid time, various companies are struggling to make sales while various other companies are struggling to make purchases. In this environment, one has to understand why people are missing on sales. The sales process can be defined in   two broad heads i.e. lead creation and lead conversion.

2.   Lead creation Lead can be created by

-      Mass mailing for which one requires potential customer data and draft of good email which can run as a campaign.

-      Exhibition participation

-      Cold calling-Telephone

-      Physical cold calling

-      Marketing exercises like advertisement etc.

-      Digital marketing like linkdin, facebook, tweeter etc.

-      A good positioning in search engine optimization

-      Up sales and cross sales

-      Reference from existing customers

3.   Lead generation is difficult but converting leads into order is a bigger challenge. We have noticed that various leads created at times, gets lost because they are not properly documented or dealt with by the sales people.

4.   Lead Conversion:

-      The process of lead conversion basically warrant a passionate sales person, who is well aware  of   the product he is selling.

-      Fixing meeting with the customers

-      Giving demonstration of the product

-      Sending quotations

-      Negotiating prices and sending Proforma Invoices

-      Creating trust with the prospective buyer

-      Closing the sales and receiving the cheques

-      Implementing and close hand holding at least for first three to six months with the prospective customers.

5.   If any of the steps are missed or delayed, the possibility of   losing the order, increases.

6.   In today’s time effective work is a must. Sales Mantra, (www.salesmantra.com) CRM solution from FSL Software Technologies Ltd. is designed to increase productivity and sales which in turns   increases the productivity of any organization. Sales Mantra (www.salesmantra.com)    documents all sales process and provides timely alerts and escalation so that no lead per say, gets closed because of lack of timely   actions from the sales person.

7.   The product Sales Mantra (www.salesmantra.com) is available on SAS module  and is very competitive in price compared to its peer in the market.

By- Mr. Rakesh K Jain
(Founder of FSL Software Technologies Ltd.)

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