Leads und Deals - Was ist das?
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In Samdock kannst du sowohl Leads, als auch Deals erstellen.
In diesem Artikel erklären wir den Unterschied und zeigen dir, wie beides zusammenspielt.
Mit Leads qualifizierst du deine Interessenten
Um deine Marketing- und Vertriebsprozesse durchgängig und übergangslos zum Erfolg zu bringen – also in der Regel zu einem Abschluss – ist es wichtig, strukturiert vorzugehen, um nicht wichtige Informationen auf dem Weg zu verlieren.
Leads sind der erste Teil davon. Mit ihnen qualifizierst du deine Interessenten so weit, bis sie bereit sind, als Deal zum Abschluss gebracht zu werden. Einfach gesagt bildet ein Lead das Interesse eines Kontaktes und/oder einer Organisation an den Leistungen deines Unternehmens ab. So arbeitest du in Samdock richtig mit Leads.
Mit Leads arbeitest du also immer dann, wenn sich ein Kontakt für Leistungen oder Produkte deines Unternehmens interessiert. Das kann zum Beispiel passieren, indem jemand auf deiner Website ein Kontaktformular ausfüllt oder dich per Mail kontaktiert. Ist ein (wenn auch nur loses) Interesse vorhanden, ist es sinnvoll für den entsprechenden Kontakt ein Lead anzulegen. In einigen Fällen übernimmt das Samdock sogar automatisch für dich. Auf welche Wege Leads angelegt werden können, erfährst du im Artikel Leads erstellen (in Kürze verfügbar).
Da ein erstes Interesse natürlich noch lange nicht heißt, dass dieser Kontakt auch später dein Kunde wird, müssen wichtige Fragen wie zum Beispiel Anforderungen, Zeitrahmen oder Budget geklärt werden.
Hierfür haben wir in Samdock ein intuitives Verfahren entwickelt, um Leads ganz einfach nach der BANT-Methode zu qualifizieren. Wie das genau geht, kannst du in unserem Artikel zur Qualifizierung von Leads nachlesen.
Anders als in vielen anderen CRM-Systemen kannst du pro Kontakt und Unternehmen beliebig viele Leads anlegen, um zum Beispiel verschiedene Anfragen auch einzeln behandeln zu können, selbst wenn sie von der gleichen Person kommen.
Ein qualifiziertes Lead wird zum Deal
Ist ein Lead erfolgreich qualifiziert und bereit für die letzten Schritte bis zum Abschluss, kannst du das Lead per Drag&Drop in einen Deal umwandeln. Eine detaillierte Beschreibung dazu findest du im Artikel Deals erstellen (in Kürze verfügbar). Der Deal landet dann automatisch auf deinem Deal-Board.
Dort hast du allgemein gültige Stufen festgelegt, die deine Deals noch durchlaufen, bevor sie abgeschlossen werden können. Eine Stufe auf deinem Deal-Board kann zum Beispiel sein, dass du dem Interessenten ein Angebot zugeschickt hast, oder dass ihr euch gerade in Verhandlungen befindet.
Hauptsächlich dient das Deal-Board dazu, immer den Überblick zu behalten, wie viele von deinen qualifizierten Interessenten zu gerade in Bearbeitung hast und wie weit sie von einem Abschluss noch entfernt sind. Du kannst Deals auch manuell erstellen, ohne dafür ein qualifiziertes Lead umzuwandeln.