Scenarios

Blueprint for Lead Qualification

Objective: To guide Zylker's sales reps at every stage of scheduling a product demo. This Blueprint will also act as a call agent script, thereby helping a sales rep with product descriptions while they are on the phone with a prospect. This solves the problem of inconsistency in what sales reps say to leads over a call.

 1Enter
Basic Info
 
 2Design
Process Flow
 
 3Set
Transition Settings
 
 4Execute
the Blueprint!
 
 

Enter Basic Info

Pre-requisites

Under  Setup > Customization > Modules > Leads.

  • Create two custom fields called: Demo time (Date-time field), Primary Address (Multi-line field). 

  • Create a custom pick-list field called "Call Status" with the following values.

    Not ContactedRespondedGreetingsProduct BriefNot responsive
    Demo scheduledContact in futureLead LostAttempting to contact-
    Not ContactedDemo scheduled
    RespondedContact in future
    GreetingsLead Lost
    Product BriefAttempting to contact
    Not responsive-
  • Create a custom pick-list field called "Product interested in" with the following values.

    Home theatre systemsLCD ProjectorsVideo game consoles5.1 multimedia speakersUSB Condenser microphone
    Home theatre systems
    LCD Projectors
    Video game consoles
    5.1 multimedia speakers
    USB Condenser microphone

Enter Basic Info

  • Click Setup > Automation > Blueprint.
  • Click Create Blueprint.
  • In the Create Blueprint popup, specify the following details:
    • Blueprint name: Call agent script for LCD Projector Demos
    • Module: Leads
    • Layout: Standard
    • Choose field: Call Status
    • Criteria: Product interested in is LCD Projectors.

  • Click Advanced Configuration and activate Continuous Blueprint.
  • Choose Owners of this Blueprint.
  • Click Next.

Note:

  • Continuous Blueprint is one in which the stages in a process are executed one after the other without a pause. Hence it is ideal for call scripting.
  • For the same reason, a Continuous Blueprint cannot have multiple "Transition Owners", as the process is not intermittent. Example, a call script will be executed from start to end by a single person - this owner can be defined in the Create Blueprint page.
Design Process Flow →
 1Enter
Basic Info
 
 2Design
Process Flow
 
 3Set
Transition Settings
 
 4Execute
the Blueprint!
 
 

Step 2: Design Process Flow

  • In Blueprint Editor, drag and drop all the States (stages) that form a part of the process.
  • Establish the process flow between the States by connecting the nodes in the State buttons.
  • Create Transitions by clicking on the + button between two States.
    (To delete a transition, simply Right Click on the transition line and click Remove Transition)
← Enter Basic InfoSet Transition Settings →
 1Enter
Basic Info
 
 2Design
Process Flow
 
 3Set
Transition Settings
 
 4Execute
the Blueprint!
 
 

Step 3: Configure Transition Settings

Following are the instructions to configure each Transition included in the Leads Qualification Blueprint for Zylker. Click on each Transition header to reveal the Before, During and After Transition settings.

New+
Before TransitionDuring TransitionAfter Transition
Criteria: NoneAdd Message:

"Enter phone number and email if not already available."

Add mandatory fields: Email & Phone

None
Attempt to call+
Before TransitionDuring TransitionAfter Transition
Criteria: NoneNoneNone
Answered+
Before TransitionDuring TransitionAfter Transition
Criteria: NoneNoneNone
Lead Interested+
Before TransitionDuring TransitionAfter Transition
Criteria: NoneAdd Message:

Hi! Good morning. This is Grace from Zylker Multimedia Pvt Ltd. I hope you recall that we met at the (*)Leads - Name of Tradeshow last week. I am calling to find out if you are still interested in checking out our range of LCD Projectors. Is this a good time to talk?

(*) - Insert Merge Field using the character #

Make Notes as Mandatory

None
Product Brief+
Before TransitionDuring TransitionAfter Transition
Criteria: NoneAdd Message:

General description:
Zylker YT786 multimedia projector is great for business and classroom needs. It is power saving, eco-friendly and comes with Blu-ray Full HD 3D Supported functionality.

Details:
  • Resolution: XGA
  • Brightness: 3,000 ANSI lumens
  • Colors: 1.07 Billion Colors
  • Aspect Ratio: 4:3

 

None
Schedule Demo+
Before TransitionDuring TransitionAfter Transition
Criteria: NoneAdd Message:

Please let me know when would be a good time for us to schedule a product demo session?

Perfect! Thanks for your time. Our team will meet you on the scheduled date and time.

(INSTRUCTION: Make notes about specific requirements to be added to the demo for this lead)

Add Mandatory Fields: Demo time, Primary Address.
(Note that these are custom fields that you could create before designing the Blueprint) 

Make Notes as Mandatory

Send Email :

Associate Product Demo notification email to Sales Manager.

Task :

Associate a task called "Arrange for demo" to the record owner.

Lead Not Interested+
Before TransitionDuring TransitionAfter Transition
Criteria: NoneAdd Message:

Make notes about why lead is not interested in the product, be it price, product unfit etc.

Make Notes as Mandatory

None
No answer+
Before TransitionDuring TransitionAfter Transition
Criteria: NoneAdd Message :

Make a note of when the lead is next available for a call.

Make Notes as Mandatory

Task : Associate a task called "Contact Later" to the record owner.
Contact in Future+
Before TransitionDuring TransitionAfter Transition
Criteria: NoneAdd Message :

Make a note of when the lead is next available for a call.

Make Notes as Mandatory

Task

Accossiate a task called "Contact Later" to the record owner

Contact in Future+
Before TransitionDuring TransitionAfter Transition
Criteria: NoneAdd Message : Make a note of when the lead is next available for a call.
Make Notes as Mandatory
Task

Accossiate a task called "Call Later" to the record owner

Once you have configured the Transition settings, save the Blueprint. Now we are ready to execute this continuous Blueprint. Click Done to see how this process is executed.

← Design Process FlowExecute the Blueprint →
 1Enter
Basic Info
 
 2Design
Process Flow
 
 3Set
Transition Settings
 
 4Execute
the Blueprint!
 
 

Execute Blueprint

To execute the Lead Qualification Blueprint

  • Create a new lead with the following field values.
    • Call Status - "None"
    • Product interested in - "LCD Projectors".
  • Go to the new record's detail page. A Blueprint strip displays the "Current State" of the record and the Transitions available at that State.
  • Say you are now all set to make a call to a lead in order to schedule a product demo. Click Check contact details. This opens a popup window which prompts you to enter the Phone number and email address of the lead. This way, CRM prompts important information from the users, contextually. Once you have entered the required details, click the next Transition - Attempt to Call.
  • Let's say the lead answers your call. Click Answered.
  • In the next set of Transitions, you see that the lead may be interested, not interested or may ask you to call later. For this example, click Lead interested.
  • A popup window displays the script to help the agent begin the conversation with the lead.
  • Next, if the lead is further interested, click Product Brief and read the description off the script.
    If the lead agrees on scheduling a demo. click Schedule Demo, and enter the Demo date, time and address.
  • Once this final Transition is done, you will see that the Call Status of the record has been updated to "Demo Scheduled". At the same time, you will also notice that a task for arranging demo and a demo notification email have automatically been triggered, as per the "After Transition" settings in Blueprint.

You have successfully executed the Lead Qualification Blueprint. Go back up to check out the Deal Follow-up and Order Management scenarios.

← Set Transition SettingsNext Scenario

Still can't find what you're looking for?

Write to us: support@zohocrm.com