Redtail’s Training Team puts together these “How to Handle” posts in order to make you aware of some of the ways you might use Redtail CRM to assist with processes, events, etc., that are likely to come up for most offices at one point or another.
This one will focus on how you can use Redtail CRM to assist with your prospecting efforts. For each step in the directions, we’ll provide relevant links from our helpdesk as well as images or gifs in some cases to give you a better idea of what the process looks like within Redtail.
Observation:
Directions:
1. Define your sales process. Who is a Lead vs. Prospect? Use Statuses and Categories to define where a contact is within your sales cycle. Add the new Statuses and Categories to your database.
Database Lists
Database Lists and the Contact Record Video
2. Where do new business opportunities come from? (e.g., CPA Referrals, Retirement Planning Seminar, LinkedIn). Add these to the database Source list.
Database Lists
Database Lists and the Contact Record Video
3. Whiteboard with your team how prospects and leads should be reached out to. Create a workflow in Redtail with an ideal prospecting process. Check out the included example for a good starting point.
Workflows
Workflow Video Series
4. Determine changes in the database that should initiate prospecting workflows. Add automations that link workflows based on contacts or activities being added, or contact status changing.
Automations
Redtail Essentials: Automations Video
5. Open Opportunities based on prospects being qualified. Redtail recommends only opening an opportunity once there is an amount determined that the office will gain from the relationship.
Opportunity Tracker
Redtail Essentials: Opportunities Video
6. Report on opportunities and prospects.
Redtail Essentials: Reports Video
a. Opportunities by Stage Report
Opportunities by Stage Report
Redtail Essentials: Opportunities Video
b. Workflow Task Report
Workflow Task Report
Redtail Essentials: Workflows Video
Result:
Download a PDF version of these instructions below.
As always, if you have any questions you can reach out to our team at support@redtailtechnology.com or 800.206.5030. We are always happy to help you understand any aspect of Redtail CRM better so that you can better put it to use in your business!
