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Overview
From Lead Generation to
Onboarding…
Setting up Leads Generation Criteria

Directors along with Operations team

creates a criteria for leads searching like
business field, demographic location,
business strength, company’s head count
etc. This criteria is passed on to Manager
Marketing for further processing.

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Render Leads Searching Criteria

Marketing Head hands over the criteria to

List Builder team who search the possible
leads using search engine and other
online searching tools. List Builders send
their daily searching data to Marketing
Manager for further processing.

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Searching Leads

List Builders search leads using Search

Engines and other online searching tools
and send their daily searching data to
Marketing Manager for further
processing

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Analyze Leads Data
Marketing Team analyze the data, clean
it and insert it in our CRM database.
Leads data should have following
mandatory information:

First & Last Email Practice Area Website

Name

Phone Number Address, City, Zip code Website created

State by

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 1

Contacting Leads
Ways to approach the leads
 Contacting Leads
Sales Team has 2 Levels of interactions with Leads

Emails Sales Team

Marketing Team send Newsletters and VSRs to Marketing Team also assign the leads to the Sales
leads to market our products Team. They contact the leads by calling them.

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Possible Responses from contacted Leads

Not Interested No Response Contacted back Contacted back

Marketing team delete its for Information and Interested
details from CRM, We continue to send
Appointment Setter's Poll Some leads could contact
marketing emails to the If client contacts us back
and also update List us back for the information
Lead on daily basis. In the and is interested in our
Builders data base for available in our marketing
mean time, same lead is services, we will add leads
future reference. emails. They could contact
also added in CRM for data for the Sales Team as
We will not contact them us back through phone call,
Sales Team to call them. HOT LEADS to contact
again for marketing our email, contact form and
him/her immediately
products social media.

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Hot Leads for Sales Team

Contacted back
and Interested
Leads who contacts us back, we sends their
information to the Sales Team for immediate
contact and also adds them in our CRM and in
Sales Team Pool as HOT Leads

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Sales Team Levels of Interaction
Sales Team has 2 Levels of interactions with Leads

Level-1 Level-2

Appointment Setter Appointment Closer

In First level, In Second level,
Appointment Setter Appointment Closer
interacts the person and contacts the person as
sets an appointment for per appointment sets by
presenting demo services. Appt Setter and presents
He/She adds our demo services over
appointment date & Time Zoom call. Appt Setter
into Appointment Closer’s also quote the price for
calendar the services in same call

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 Possible Responses on Appt Date
When Appointment Closer contacts the Lead, following could happen:
1 2 3 4

If person does not appear If person is busy and If person requests for If person is contacted, then
on appointment date and doesn’t inform next rescheduling of the Appt Closer presents
doesn’t inform schedule date appointment Demo of our services

No Show Busy Rescheduled Contacted

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 Send Back Leads to Appt Setter
Appt Closer can not show Demo of our Services in below
scenarios so the leads are sent back to Appt Setter (Level-1) for
contacting the leads again and set appointment in same way:
Level-1

No Show Busy Rescheduled Appointment Setter

Venus is the second Despite being red, Neptune is very far In First level,
planet from the Sun Mars is cold away from Earth Appointment Setter
interacts the person and
sets an appointment for
presenting demo services.
He/She adds
appointment date & Time
into Appointment Closer’s
calendar

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Appointment Closer Demo Services
Appointment Setter updated Closer’s calendar with the date and time
of the appointment. Appt Closer performs following for the Lead:

1 2
Contact Lead
Appointment closer
contacts the lead through
Zoom Call
3
Present Demo Quote the Price
Appointment Closer Appointment Closer quote
presents our services in the price to the lead and
Demo mode, shows before
and after stats of our
existing clients
 Possible Responses aft
er
Demo Services
After watching Demo of our services, person might act as below:

1 2
Not Happy
Person is not happy with
the services and don’t
want to opt-in for our
services
3
Happy but Wait Happy and Signed
Person is happy but wants
Person is happy and signs
to take some time for
the contract immediately
signing the contract

Action Action Action

Appt Closer closes the lead with the
relevant comments and forwards it to
Marketing Team, who updates the
record in CRM and removes the lead
from Appt Setter’s Pool.
Appt Closer closes keep the lead in Appointment Closer sends Docu Sign
his/her calendar and updated the next digital agreement to the potential client
call date in calendar. for signing digitally.

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 .

Final Stage Onboarding

Appt Setter sends

Client signs the
Client is agreed Appt Closer sends signed contract to
document digitally
and opts-in for the Docu Sign to the Accounts,
and returns back
Services client. Operations and
to the Appt Closer
Management

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All c ia
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So edia
Departments M BOOK SEO

NCM
Q
A ECM
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I DE Ma
V r ke
ti n
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TRANSCRIP
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 NCM

New Client
Management
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Thanks