It is a good idea and a best practice to record every possible new Opportunity since it has a direct impact on your revenue. Creating and maintaining diligent records for Opportunities or Sales Leads helps your Center Manager, Sales Owner, or Call Center Executive have access to the latest information so that they can easily follow up with the guest and try to complete the sale.

Important: You can create an Opportunity only at the Center level because this is where your actual business is and this is where you get your revenues. At the Organization level, you can view and track Opportunities and view appropriate Reports to help you in day-to-day activities to aid you in converting these Opportunities to actual sales.

To create a new Opportunity or a Sales Lead

  1. Ensure that you have selected the Center in which you intend to create a new sales opportunity. 
  2. Navigate to Sales > Tracking > Opportunities > Click Add.
    The Create New Opportunity page appears with General tab view. 
  3. Name: Enter a name for the Opportunity.
    Example: Gold Membership inquiry or inquiry about hair replacement
  4. Description: Enter a description for the Opportunity.
    Example: The guest asked about the cost of the Gold Membership and the validity of the Membership.
  5. Guest Name: Enter the name of the guest.
    If this Opportunity is for a new guest, click the Add Guest icon. Enter details such as First Name, Last Name, Email, Phone, Gender, and Referral.
    Note: The Referral reasons are configured from Admin > Categories > Referrals.
    Note: Though none of the fields are marked Mandatory (*), it is a good idea to try and persuade the guest to give all details so that tracking and follow-up is easier.
  6. Sales Owner: Select the Sales Owner for this Opportunity from the drop-down list of employees. The application automatically pulls up the list of employees for the Center. If there are many employees in the list, use the search box to type-in the name and search for a specific employee.
    Note: To ensure that the Sales Owner knows about a new Opportunity that is assigned to them, you need to configure settings to send automated notifications to the Sales Owner/Employee. 
  7. Priority: Select priority as either High, Medium, or Low.
    Example: If the guest appears to be a high spender, you may want to set the priority at High just so that this Opportunity has higher visibility and is not missed out in Reports. 
  8. Type: Select the suitable Opportunity type such as Memberships, Packages,  
    Others. Example: If the guest or caller inquired about Gold Membership, select  Membership as the Type.  
  9. Sales Stage: Select the current stage of the Opportunity such as Prospect, Lead, Active, On Hold, Won, or Lost.
        a) Prospect: All potential guests who fit your buyer personas but have not
            yet contacted. Example: If you run a business around slimming and weight
            loss, a guest who has called in to inquire about your slimming related
            treatments and services is a Prospect.
        b) Lead: The guest has expressed interest in buying a Package or a
            Membership.
            This means that the guest has the money and is willing to spend it on your
            services. You need to follow-up with the guest and see if  you can make a
            sale.
        c) Active: The guest has visited a Center for a particular Service and has
            taken a Service or a Treatment. The guest has also probably given you
            feedback on your services. In this sense, he is Active and is likely to come
            back in the near future for a Membership of a Package. In such cases, the
            Center Manager or the Sales Owner needs to educate the guest about
            their Memberships and Packages.
       
    d) On Hold: The guest has not committed to a purchase of a Membership,
             Package, Service, or Product, but has indicated that you can call back in a
             week for a follow-up.
       
    e) Won: The guest has actually purchased a Membership,  Package, Service,
            or Product.
       
    f)  Lost: The guest has declined to buy a Membership, Package, Service, or
            Product.
            Tip: If you keep track of updating these Sales Stages diligently by
            following up with your guests, you will find your revenues going up. This
            happens because you are tapping every available Opportunity to
            generate revenue.
  10. Call Disposition: Select the desired call disposition to makes it easy for you team to know what has been done for the opportunity and when the next follow-up should take place.
    Note:
    For the call dispositions to appear, you must have created call dispositions. Learn how to create call dispositions
  11. List Price: Enter the actual price for the Opportunity. Example: Enter $6000 for hair transplant. 
  12. Offered Price: Enter the price you have offered to the guest for this Opportunity. This price can be same as the List Price or a bit lower so as to attract the guest to come and take the Service. Example: Enter $5400 for hair transplant (that’s a 10% discount on the List Price). Tip: Once the guest avails of the Service, you can then try to sell her a Membership or a Package. 
  13. Follow-up Date: Specify the next Follow-up Date with the guest. Example: The Follow-up Date could be over the approaching weekend or perhaps a week later. 
  14. Expected Close Date: Specify the date by which you think will be able to close the Opportunity. Usually, this depends on your discussions with the guests. 
  15. Optional Text 1, 2, and 3: Use this field to enter information that is unique to this Opportunity and is not captured by any of the above fields. 
  16. Notes: Enter your notes for the Opportunity. Example: If the guest expressed interest in using the hair transplant service, you can enter Notes such as Guest inquired about hair transplant service and its cost. They may be interested in some of our other Packages about hair treatments. Inform the guest about the packages during a follow-up call.
    You can use the Notes field intelligently to gain insights into preferences of the guest - such as interest in say weight loss or massages and then during follow-up calls, you can try to sell a Package o a Membership related to these areas. 
  17. Click Finish.
    The Sale Opportunity is added to the list view.

You can sort the sales opportunities by all the columns in the list view: Opportunity number, Title, Sales Owner, Guest, Guest Code, Status, Created Date, Follow-up Date, and Price.

See Also

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