Sales Process B2C Lead

Sales funnel and process to penetrate a B2C Lead in Online Brokerage

New Acquisition Sales Procedure:
Target Call rate:
● 100 Calls/Dials per day or 2,5 Hours time spent on the phone
Balance your efforts across Demo leads/Applicants/Accounts/Retention and you should be effectively using “My Tasks” within Sales Force to manage your pipeline.
1.1 How to work on leads?
● 1st Lead assignment to CR:
Within 1 Day of the lead creation date/lead assignment call client. KYC Questions, so we know if they are a Novice Trader or Experienced (notes in the Sales Force CRM System about call topicsmade or attempted call essential). Send email with contact details and further information.
● 2nd After 4-7 Days Follow up Call:
Sales Speech more aggressive to figure out what the clients need to be ready to open real
account, discuss Premium Products and increase of deposit
● 3rd After 10- 14 Days Follow up Call
Sales Speech
● 4th After 17-21 Days Follow Up call
Every Prospect in my experience 70% will open a Live Account after this Period

Sales Closed/Account Opened:
● 1st Welcome call after within 1 day, confirm client received login details and funding
instructions
●2nd follow up call 1 week after account is open if the client has not started to trade
1.12 Correspondence recording

All correspondence with a prospect or client must be logged within the Sales Force CRM as follows;

Demo Leads
Into call: First call to client within 1 day of lead assignment.
Demo1 call, Demo2 call… etc (3,4,5…): All follow up calls to convert client to an account
Accounts
Welcome call: 1st call to new account holder
Funding call: call to encourage client to fund their account
Follow up call: all relationship building calls

Every Call must be followed by an email and sent from SalesForce.com

1.2 Lead conversion; Your target conversion rate 35%, latest to convert a lead is 4-weeks. All leads that haven’t been converted within 1.5 Months beginning from the headofsalesde logocreation/assigned date by the Sales/CR will be distributed to the rest of the sales team.

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