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Información general sobre los embudos de ventas

Introducción

Un embudo de ventas define un proceso paso a paso típico que los representantes de ventas pasan para convertir una cliente potencial en un cliente que paga. Se crea una etapa de ventas para cada paso del proceso de ventas. El representante de ventas es responsable de mover las etapas a medida que cambia el nivel de interés de la perspectiva. El número de etapas de ventas variará en función de la duración de su ciclo de ventas y el número de interacciones necesarias para cerrar un acuerdo.

Instrucciones paso a paso

1 - Ejemplo de Etapas del Ducto de Ventas:

 - Oportunidad nueva: asigne una etapa como ésta cuando un lead se cree automáticamente o manualmente.
 - Calificar: Asignar una etapa como esta cuando el representante de ventas comience a ponerse en contacto con el prospecto para reunir detalles sobre la perspectiva y su nivel de interés.
 - Demo: Asignar una etapa como esta cuando el prospecto está de acuerdo con una demostración, una prueba gratuita, una reunión en persona, etc. Utilice un nombre que describa con precisión la naturaleza de la etapa.
 - Propuesta pendiente: Asignar una etapa como ésta después de que el representante de ventas emita una cotización, una propuesta o una estimación.
 - Negociación: asigne una etapa como ésta después de que la perspectiva responda a una propuesta, pero solicita algunos cambios antes de comprometerse con una compra.
 - Ganado: Asigne una etapa como esta después de que la cliente haga una compra.
 - Retrasado: Asigne una etapa como ésta si un cliente está calificado y realmente interesado en su producto, pero su plazo de toma de decisiones se ha retrasado.
 - Perdidos: Asigne una etapa como esta cuando el cliente compre de un competidor o decida que ya no están interesados ​​en su producto.
 - No se puede contactar: ​​Asigne una etapa como ésta cuando el representante de ventas no pueda conectarse con un cliente.

Los potenciales clientes entran en el embudo de ventas cuando se crea un registro de oportunidad en Infusionsoft, de forma manual o automática. A partir de ese momento, el representante de ventas guía al cliente potencial a través de las etapas de venta. No es necesariamente un proceso lineal donde cada perspectiva pasa por cada etapa, es decir, es un marco para hacer el proceso de ventas más sistemático y estandarizado. Todos sus representantes de ventas siguen el mismo proceso básico, lo que facilita la formación de nuevos miembros del equipo de ventas.

2 - Automatización de embudos
Debido a que está utilizando Infusionsoft para administrar su canalización de ventas, puede configurar acciones que se activan cuando un representante de ventas actualiza la etapa para obtener una oportunidad. Esto le permite crear un seguimiento automatizado estratégico que es apropiado en función de la etapa de la perspectiva y para controlar los mensajes que se envían. Las acciones pueden incluir crear una tarea, iniciar una secuencia de seguimiento, enviar un correo electrónico y más.

En el ejemplo anterior, se podría activar una acción cuando el prospecto se mueva en la propuesta pendiente. La acción podría desencadenar una secuencia de seguimiento que incluya una serie de 3 a 5 correos electrónicos del representante de ventas para asegurarse de que el prospecto recibió la propuesta y ofrecerse a contestar preguntas, discutir otras opciones, programar otra reunión, etc. El esparcimiento de los correos electrónicos dependerá de cuánto tiempo generalmente toma una perspectiva para responder a una propuesta. Por lo general, son varios días de diferencia y se envían en un período de 2 a 3 semanas.

También puede configurar una acción para la etapa retardada. Esta secuencia podría incluir una serie de correos electrónicos del representante de ventas que mantiene la relación con el cliente potencial hasta que estén listos para participar de nuevo. Los correos electrónicos en una secuencia como esta suelen estar espaciados más lejos, pero puede abarcar un período de tiempo más largo. Los correos electrónicos pueden incluir enlaces a artículos de blog interesantes del sitio web de su empresa, enlaces a páginas web con recursos gratuitos, etc.

Trace el proceso de ventas típico de su empresa observando a sus representantes más exitosos. Identifique las acciones para cada etapa, luego configure sus procesos de automatización de la fuerza de ventas en Infusionsoft.

3 - Etapas personalizadas del procesos de ventas
Cuando una perspectiva se mueve a través de su embudo de ventas, su equipo de ventas necesita realizar un seguimiento de su estado. Puede configurar etapas de ventas personalizadas para organizar oportunidades y ayudar a su equipo de ventas a priorizar su seguimiento manual. Los representantes de ventas también necesitan conocer la historia de sus interacciones con el fin de ser eficientes y hacer una fuerte conexión con las perspectivas. El componente Oportunidad de Infusionsoft realiza un seguimiento de las perspectivas de su ciclo de ventas, de lo que se ha hecho en el pasado y de lo que debe suceder en el futuro (por ejemplo, llamadas telefónicas de seguimiento, ofertas especiales, etc.). El proceso de ventas estándar de su empresa y la categorización de plomo - son completamente personalizables.

4 - Desencadenadores de ventas
A medida que los representantes de ventas mueven las perspectivas a través de sus etapas de ventas personalizadas, Infusionsoft puede activar automáticamente las acciones que cambian los mensajes de seguimiento del prospecto. Esto le permite enviar secuencias de seguimiento, ofertas especiales y recordatorios que se aplican a cada etapa del proceso. La automatización de ventas puede integrarse con una campaña de marketing para ofrecerle una visión general de sus estrategias de ventas y marketing.

5 - Informes y pronósticos
La funcionalidad de seguimiento del oportunidades le proporciona datos e informes para evaluar el rendimiento de ventas y pronosticar ventas futuras. Esta información puede ayudarle a gestionar el flujo de leads, distribuir nuevas oportunidades y optimizar todo su proceso de ventas.

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