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Prospect, Lead, Suspect, Client. Quelle est la différence?
Avez-vous des classifications universelles dans votre entreprise pour ce qui fait un suspect, un prospect et un lead? Tout le monde dans les ventes et le marketing devrait identifier le point de basculement précis au cours duquel un suspect se transforme en un lead et un lead se transforme en un prospect. Finalement, un prospect se transforme en un excellent client.
À quoi ressemble un suspect, un prospect et un lead? Chaque
entreprise peut avoir un ensemble de caractéristiques diverses, mais elles sont fondamentalement les mêmes. MOBIX a son propre point de vue à ce sujet.
Suspect
Un suspect peut être n'importe qui dans l'univers qui pourrait acheter votre offre. Mais vous ne savez même pas si un suspect est intéressé par votre marché. C’est un prospect qui n’est pas encore qualifié. Ce peut être un individu ou une organisation avec un besoin potentiel pour votre service ou produit. Il fait partie de votre cible mais vous n’avez encore aucune information à son sujet. Le suspect est un contact commercial qui pourrait être issu de vos réseaux sociaux, d’une liste, de votre site internet …
Lead
Un lead est une personne ou une organisation qui est un client potentiel pour acheter votre produit et qui a suivi un processus de qualification. Vous êtes sûr maintenant qu’il a besoin de vos services ou produits. Un lead qui est intéressé s'engagera avec vous de manière cohérente. Alors que les suspects représentent l'univers plus large des clients potentiels, les leads sont auxiliaires le long du pipeline. Ils ont manifesté des signes forts qu'ils sont intéressés à acheter le produit et ils sont prêts à partager des informations personnelles telles que leurs cartes d'appel.
Prospect
Les prospects vont au niveau final, devenant un leader compétent, en répondant à votre "appel à l'action", comme un paquet gratuit. Les prospects sont des personnes qui répondent à vos critères. Ils désirent obtenir votre produit ou service. Ils ont le budget pour l'acheter et le droit de dépenser le budget pour obtenir l'achat. Un prospect se transforme en client lorsque vous avez reconnu un besoin potentiel. On différencie souvent les prospects froids des prospects chauds. Plus le besoin est urgent, plus le prospect est chaud.
Client
Les prospects qualifiés peuvent être donnés à l’équipe de vente. Les responsables leur donnent des informations plus détaillées sur les produits ou services et font une proposition commerciale. Lorsque les prospects sont prêts et donnent leur consentement et la documentation requise pour acheter votre produit, ils deviennent alors des clients. Il existe cependant deux types de clients : actifs et inactifs. Ceux, qui n’ont rien acheté depuis plus d’un an sont des clients inactifs. Dans ce cas-là, les responsables commerciaux prennent les mesures nécessaires pour faire des clients inactifs, des clients actifs.
Pour conclure, tous ces interlocuteurs sont différents. Ils ne connaissent pas votre
entreprise de la même manière. Alors, il faut s’adresser à eux et leur offrir une approche individuelle, traiter leurs demandes de manière adaptée pour pouvoir enfin les convertir en clients.
Zoho CRM est là pour vous aider. C’est l’outil idéal pour la qualification et le suivi de vos suspects, leads et prospects.[/vc_column_text][vc_empty_space height="16px"][/vc_column][/vc_row][vc_row css_animation="" row_type="row" use_row_as_full_screen_section="no" type="full_width" angled_section="no" text_align="left" background_image_as_pattern="without_pattern"][vc_column][vc_raw_html css=".vc_custom_1625653066138{margin-top: 5px !important;margin-right: 5px !important;margin-bottom: 5px !important;margin-left: 5px !important;padding-top: 10px !important;padding-right: 10px !important;padding-bottom: 10px !important;padding-left: 10px !important;background-color: #eabc44 !important;border-radius: 10px !important;}"]JTNDZGl2JTNFJTBBJTIwJTIwJTNDaDIlMjBzdHlsZSUzRCUyMnRleHQtYWxpZ24lM0ElMjBjZW50ZXIlM0IlMjBjb2xvciUzQSUyMHdoaXRlJTNCJTIwZm9udC13ZWlnaHQlM0ElMjBib2xkJTNCJTIwZm9udC1zaXplJTNBJTIwMjBweCUzQiUyMiUzRUFtJUMzJUE5bGlvcmV6JTIwdm9zJTIwdmVudGVzJTIwZXQlMjB2b3RyZSUyMG9yZ2FuaXNhdGlvbiUyMGF2ZWMlMjBsZSUyMGRpZ2l0YWwlM0MlMkZoMiUzRSUwQSUzQyUyRmRpdiUzRQ==[/vc_raw_html][/vc_column][vc_column width="1/2"][vc_empty_space height="16px"][vc_empty_space height="16px"][vc_empty_space height="16px"][vc_empty_space height="16px"][vc_empty_space height="16px"][vc_single_image image="30671" img_size="large" qode_css_animation="" css=".vc_custom_1631763106918{margin-top: 0px !important;margin-right: 0px !important;margin-bottom: 0px !important;margin-left: 0px !important;padding-top: 10px !important;padding-right: 10px !important;padding-bottom: 10px !important;padding-left: 10px !important;}"][vc_column_text]
Pour aller plus loin dans votre transformation digitale
Commandez notre ebook sur AMAZON
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MOBIX édite des ebooks sur le digital chez Amazon[/caption]
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