Prospect 潛在客戶

根據 HiP 的 What is a Lead? What is a Prospect? What’s the Difference?蒐集 BANT 資訊後,在滿足事先設定的轉換條件下,從商機成為潛在客戶,具有更高的機率向商家下擔購買。LeadLiaison 在 Sales Pipeline 提出採用對商機計分的方式,滿足轉換基準就自動轉為潛在客戶。

Quora 的 What is the difference between a sales lead and a sales prospect? 定義為溝通方向,但是多數 CRM 系統會同時支援兩方的溝通紀錄。

Haydn Stevenson

In my understanding the single biggest difference between prospects and leads is their engagement:

Leads are characterized by one way communication, while..

Prospects are characterized by two way communication.

針對潛在客戶,商家會投入相對較高成本的資源,協助走完買家旅程。如果商家對於缺乏 BANT商機同樣提供高成本的服務,將會墊高銷售成本,削減毛利

商機如果很快提供詳細的 BANT 被轉成為潛在客戶,應該要注意買家是否正在考慮競爭者產品。此時可以提供比較分析,強調自身優勢!

!!! 注意 !!! 如果你使用 SugarCRM,他們對於 Prospect 有不同的解釋。在該系統中的 Targets 就是 Prospect,是一群僅有名單,但尚未與公司銷售的商品服務有任何關聯。

A target, sometimes called a suspect or prospect in other CRM systems, represents an individual about whom you know little.

Reference

  1. BANT
  2. Buyer 買家
  3. Buyer’s Journey 買家旅程
  4. HiP: What is a Lead? What is a Prospect? What’s the Difference?
  5. Lead 商機
  6. LeadLiaison: Sales Pipeline
  7. Quora: What is the difference between a sales lead and a sales prospect?
  8. SugarCRM
  9. SugarCRM: Introduction to Contacts, Leads, and Targets
  10. Theresa Delgado: How to Plan Your Sales Funnel and Get It Right!
  11. 財報狗:營業收入, 毛利, 營業利益, 稅前淨利, 稅後淨利的解釋和說明
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