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Prospecting

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Observation:

Every growing business needs to be fostering new leads to thrive. By leveraging the tools within your Redtail CRM, you can make prospecting less strenuous and time consuming.

Directions:

1. Define your sales process. Who is a Lead vs. Prospect? Use Statuses and Categories to define where a contact is within your sales cycle. Add the new Statuses and Categories to your database.

LINK HERE 

LINK HERE

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2. Where do new business opportunities come from? (ex. CPA Referrals, Retirement Planning Seminar, LinkedIn). Add these to the database Source list.

LINK HERE 

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3. Whiteboard with your team how prospects and leads should be reached out to. Create a workflow in Redtail with an ideal prospecting process. Check out the included example for a good starting point.

LINK HERE 

LINK HERE

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4. Determine changes in the database that should initiate prospecting workflows. Add automations that link workflows based on contacts or activities being added, or contact status changing.

LINK HERE 

LINK HERE

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5. Open Opportunities based on prospects being qualified. Redtail recommends only opening an opportunity once there is an amount determined that the office will gain from the relationship. 

LINK HERE 

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6. Report on opportunities and prospects.

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                           a. Opportunities by Stage Report

                             LINK HERE 

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                           b. Workflow Task Report

                             LINK HERE 

                             LINK HERE

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Result:

Defined processes for prospecting gives your sales team guidelines and accountability when finding new clients for your business. Overestimate the amount of touches in your prospecting process. It is not unusual for five or more touches to be necessary before a client decides to sign on.

Download a PDF version of these instructions below! 

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