2. Customer Display Enquiries In CRM
• Total Number of Display Enquiries: 3808
• Entries waiting to be researched: 1040 (27%)
• Entries researched But not in Dialer: 269(7%)
• Entries marked as Junk: 2082 (55%)
• Entries researched and In dialer : 417(11%)
• Incomplete Entries : 0 WTR
Junk
Researched
Dialer
3. Conclusions
• 55% are junk. It can be reduced by implementing
automatic google chrome form fill-up. The user
will not need to fill the data fields manually.
• The Junk can be reduced by allowing only one
entry from a Unique visitor (OR IP) and tagging all
the newspaper enquired for, in the same entries.
• The rate of entries researched is much less than
rate of enquiries. It must be improved so, that the
enquiries waiting to researched remain low.
4. Conclusions
• The number of entries in researched and
dialer is increasing each day. It increased to
597 from 417 in just 2 days.
• The dialer also throws Junk and Un-
researched entries. Improved.
• The Dialer must throw in order of decreasing
priority. The parameters may be the emails
with valid company domains, the users who
selected the supplementary.
5. CRM Statistics
• Total CRM Entry for Display Ads: 292
• Convertor to Check : 25 (7.9%)
• Awaiting Ad matter : 260 (90%)
• Ongoing Negotiations on price : 5 (1.88%)
• Follow up on negotiated Price : 1 (0.37%)
To Check
Awaiting Ad
Negotiations
Follow-ups
6. Conclusions
• The quotation sent for the first time must be at
discounted price (at least 5%). There is no point in
sending the same price what they have already seen on
RMA website.
• The quotation sent after conversation must contain
all feasible options in respect to size in budget ,pullouts
and other relevant newspaper in zone.
• Instead of asking the ad matter from client, we can ask
them raw data, make design, get it verified and then
negotiate with publishers.
7. Statistics After Hearing Calls
• Total Calls Listened: 53
• No voice/inaudible/No response from Client: 8 (15%)
• No response from Agent End: 8 (15%)
• Wrong client number/client absent: 7(13.2%)
• Not interested/Was Just Looking Around: 13 (24.52%)
• Booked Somewhere Else: 2 (3.72%)
• Serious costumer/In Future: 15 (28.30%)
No Converasation
Junked
Casual/Research
Booked Else Where
Potential Clients
8. Conlusions
• Follow ups: Many clients have future needs(Around
15%) to advertise. Instead of just asking them to call
back when they need us, we can call them back in
some specified future.
• As in 30% of calls go without any conversation. They
must be properly followed. Follow up mails should be
dropped at the point, the agent could not contact.
• Drop the word “Budgeting Purpose” in automatic
quotation sent to the client after first interaction. Just
use the word “Negotiable” and “further discount
available”.
9. Implemented So Far
• Both Company as well as personal information
visible to the agent while dialing. Previously
only dialer personal information was visible.
• No need to fill all fields when agent marks the
call “Junk”
• Breaking up the field “Need to Follow-up” to
Suspect, Prospect , Lead and opportunity.
10. To Be Implemented
• Lead scoring at two levels: One after research and
other after client talks to the enquirer.
• Database of Historical rates to be visible to the
convertor in “Convertor to check” tab.
• Database of all the Ad sales man/agency to
get the ad booked at minimum price under the
tab “Get Rates” tab in “Display Enquiry”
• Priority Calling: The entries which have higher
priority are to be thrown first to the dialer, to be
based on lead score.
11. Work Plan Timeline
Suspect Prospects Lead Prospects
Suspects Prospects Lead Opportunity
• Has visited your
website at least once.
• Has commented on one
of your blogposts
• Is to be Educated
• Called customer care to
enquire about the
services.
• Subscribed to our blog.
• Has opened and clicked
on at least one of your
emails.
• Has responded to any
of the emails.
• Has registered to us.
• Has discussed in detail
about the product,
pricing services etc.
• Has requested for an
expert consultation
• Has agreed for a trail
run.
ActivitiesOurRole
• Is to be impressed
• Main responsibility with
Marketing team.
• They must be shown
need to advertise.
• Is to be Educated
• To be educated how
and where to advertise
• Ensure them hassle
free advertising.
• Is to be engaged with us
• Must be shown why
choose us.
• Must be shown
successes of our
clients.
• Is to be persuaded
• Get them reasonable
and lowest market
price.
• Must be entrusted in
us. To retain them for
Lifetime
