Collecting client information

While you are talking to the prospect, its really important to collect information as you go, adding to their profile to help you in your future conversations. It’s also helpful for others who may talk to them regarding other opportunities down the track. Sometimes you’ll learn that the information you’ve got on hand – for example, name or contact information is incorrect or incomplete and needs to be updated. Martin has two features to help with collecting this information, a Profile tool and Edit capability. This explains their function.

Prospect Profile

While talking to the client, through your natural sales dialogue, you will be inevitably extracting really important information on the customer. Your company has identified the most common questions and most useful information and set them up in a questionnaire that helps you capture this information from drop-down lists.

Standardising the questions turns this information into data and means that you and your company can now segment and analyse prospect groups for further opportunity.

You can access and complete the Profile whenever speaking with a Prospect via:

1. Profile Client Button – this appears in outcome screens or next action screens when you’re in contact. It triggers a series of questions with drop-down answers.

2. Needs Questions – what is the buyer looking for – personal needs, product features and preferences.

3. Qualifying Questions – is this client able to proceed and / or likely to and if so when is that likely to be.

4. View Lead – as you complete the profile and refresh the lead, you’ll see the new information reflected in the lead.

Edit Profile – see section below – once created, the profile can be accessed via the Edit function and information can be added or changed as needed.

TIP:  Your first quality conversation with the prospect is the best time to create the profile. Your company is very interested in whether those in the pipeline are qualified and their likelihood to proceed. This helps manage sales forecasts. The other information on needs will be critical in your future conversations.

Edit Function

You’ll often collect information during conversations to add to or correct your basic client information or the profile you already hold.

To change the lead, use the edit function accessed via:

1. Open Edit – scroll down and select the link at the bottom of the lead to access the full set of data fields associated with the lead. You’ll find that any empty fields are not shown on the lead itself, but they are all available via this link.

2. Select fields – scroll down the edit screen to find the fields you want to update. Select and add the information and save.

3. Select profile – in the lower part of the edit screen, you’ll find the profile link. Select it to open the Profile edit function.

4. Select profile fields – as with the basic data fields, scroll, select and update the items for which you have new information.