Learn how to use Card View to manage your sales pipeline so you can see what’s happening with any lead at any given time.
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Managing your pipeline with Card View
Course Instructor
- How to track contacts’ stage in your pipeline
- Strategy for organizing your contacts by stage in Ontraport
- The easiest way to update the sales stage of a contact
- Ideas for automating parts of your sales process
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Transcript
Card View gives you a bird’s-eye view of where leads and customers are in your sales cycle. You’ll see what’s happening with each lead at any given time, like whether they’ve booked a call, need some more follow up, or maybe you’re waiting on a contract to get signed.
In this video, I’ll show you how you can use Card View to manage your sales pipeline.
Here we go!
If you want people to spend their hard-earned money on your products or services, you need to ensure your sales process is smooth and airtight.
So let’s look at a typical sales process. Even though your own strategy might look a little different, it’ll likely involve something like these six stages: New Prospect, Qualified Lead, Demo Scheduled, Consideration, Committed and Closed. It’s useful to keep track of which stage your contacts are in so you always know what needs to be done next for each person, and can even automate some of it.
I’ll break it down with an example.
Let’s say you’re a fitness coach. The first step in your sales process is getting contact info from your site visitors. This is how you’ll know they’re interested in what you’re selling which is probably some kind of fitness program. Maybe they’ll fill out a form to download your nutrition guide or opt in to watch a cardio burner video.
Once you get a few bits of info from your leads, like their names and email addresses, they become your prospects.
Then you’ll want to figure out which prospects are actually good leads that are worth inviting to your free training session. Since you can’t afford to invite everyone, you’ll need to figure out who would actually be a good fit.
One way to do this is to hop on some quick calls. Your goal is to find out who wants to get in shape, has time to train with you and can afford it. Your Qualified Leads are the folks who say “I do!” to all three of these questions.
Put prospects who aren’t quite there yet on the backburner for now. But don’t forget about these unqualified leads. It won’t hurt to keep in touch in case they decide it’s time to shed a few pounds down the road.
Now it’s time to offer those qualified leads a free training session — which is like your demo. Once you’ve got that scheduled, leads jump right into the “Demo Scheduled” stage. You can start sending them reminders so they know what’ll happen when they get to the gym.
If your leads aren’t ready to buy a membership after their demo, there’s no rush. This is where the “Consideration” stage comes in handy. You’ll follow up about the session and see what’s stopping them from committing.
At this point, leads can decline or complete the last stage of the sales process by Committing — buying your fitness program. For those who have committed but not quite pulled the trigger and put down their credit card yet, you’ll have some specific follow up for them, encouraging them to get across the finish line.
That’s a typical sales process.
Ontraport can help you organize your contacts so you can see which stage they’re in using Card View.
When you turn on Deals in your Ontraport account, you'll be able to access the "Sales Stage" default field. You can find the stages we just went through populated here.
In the “Sales Stage” field, you can visually display where all your leads are.
If you move a card from column to column, you’re actually updating fields in your record. So it’s important to set up an automation that fires when a lead’s info changes. In other words, you want to tell Ontraport what to do with each lead in each new stage.
By default, you’ll find a few basic automations in there. But you’ll also want to create customized automations. Once contacts update from "New Prospect" to "Qualified Lead," you could send a demo scheduling email. Or, maybe you want the system to move a lead from "Qualified Lead" to "Demo Scheduled" once they've scheduled a free session. All this is easy to manage using automations.
You can customize the stages in your sales process to fit your business goals.
It's easy to create a custom field with your desired stages. Then, add them as options in your dropdown or list selection fields.
Let’s say you have a process for pre-approving new clients before they can sign up for your training program. It might look a little something like this. First, you receive an application. It gets put in your review and finally, the application gets approved or denied.
Setting up this flow is easy in Card View. Create an “Application Review Process” dropdown and add stages for each step.
Bam! Now you have your own custom process.
If you want to take things up a notch, add some automation to this review process. You could assign a task to a team member when an application moves into the “Review” stage. When your new client makes it to the “Review complete: Approved” column, top it off with an approval email.
Great - now you know how Card View can help organize your sales process. Here’s a quick recap of the 6 sales stages, which you can manage with the "Sales Stage" field:
You can customize Card View for whatever processes you want so your business runs smoothly.
If you want to get into the nuts and bolts of using Card View for your automations, check out our “Card View” video.
In this video, I’ll show you how you can use Card View to manage your sales pipeline.
Here we go!
If you want people to spend their hard-earned money on your products or services, you need to ensure your sales process is smooth and airtight.
So let’s look at a typical sales process. Even though your own strategy might look a little different, it’ll likely involve something like these six stages: New Prospect, Qualified Lead, Demo Scheduled, Consideration, Committed and Closed. It’s useful to keep track of which stage your contacts are in so you always know what needs to be done next for each person, and can even automate some of it.
I’ll break it down with an example.
Let’s say you’re a fitness coach. The first step in your sales process is getting contact info from your site visitors. This is how you’ll know they’re interested in what you’re selling which is probably some kind of fitness program. Maybe they’ll fill out a form to download your nutrition guide or opt in to watch a cardio burner video.
Once you get a few bits of info from your leads, like their names and email addresses, they become your prospects.
Then you’ll want to figure out which prospects are actually good leads that are worth inviting to your free training session. Since you can’t afford to invite everyone, you’ll need to figure out who would actually be a good fit.
One way to do this is to hop on some quick calls. Your goal is to find out who wants to get in shape, has time to train with you and can afford it. Your Qualified Leads are the folks who say “I do!” to all three of these questions.
Put prospects who aren’t quite there yet on the backburner for now. But don’t forget about these unqualified leads. It won’t hurt to keep in touch in case they decide it’s time to shed a few pounds down the road.
Now it’s time to offer those qualified leads a free training session — which is like your demo. Once you’ve got that scheduled, leads jump right into the “Demo Scheduled” stage. You can start sending them reminders so they know what’ll happen when they get to the gym.
If your leads aren’t ready to buy a membership after their demo, there’s no rush. This is where the “Consideration” stage comes in handy. You’ll follow up about the session and see what’s stopping them from committing.
At this point, leads can decline or complete the last stage of the sales process by Committing — buying your fitness program. For those who have committed but not quite pulled the trigger and put down their credit card yet, you’ll have some specific follow up for them, encouraging them to get across the finish line.
That’s a typical sales process.
Ontraport can help you organize your contacts so you can see which stage they’re in using Card View.
When you turn on Deals in your Ontraport account, you'll be able to access the "Sales Stage" default field. You can find the stages we just went through populated here.
In the “Sales Stage” field, you can visually display where all your leads are.
If you move a card from column to column, you’re actually updating fields in your record. So it’s important to set up an automation that fires when a lead’s info changes. In other words, you want to tell Ontraport what to do with each lead in each new stage.
By default, you’ll find a few basic automations in there. But you’ll also want to create customized automations. Once contacts update from "New Prospect" to "Qualified Lead," you could send a demo scheduling email. Or, maybe you want the system to move a lead from "Qualified Lead" to "Demo Scheduled" once they've scheduled a free session. All this is easy to manage using automations.
You can customize the stages in your sales process to fit your business goals.
It's easy to create a custom field with your desired stages. Then, add them as options in your dropdown or list selection fields.
Let’s say you have a process for pre-approving new clients before they can sign up for your training program. It might look a little something like this. First, you receive an application. It gets put in your review and finally, the application gets approved or denied.
Setting up this flow is easy in Card View. Create an “Application Review Process” dropdown and add stages for each step.
Bam! Now you have your own custom process.
If you want to take things up a notch, add some automation to this review process. You could assign a task to a team member when an application moves into the “Review” stage. When your new client makes it to the “Review complete: Approved” column, top it off with an approval email.
Great - now you know how Card View can help organize your sales process. Here’s a quick recap of the 6 sales stages, which you can manage with the "Sales Stage" field:
- New Prospect
- Qualified Lead
- Demo Scheduled
- Consideration
- Committed
- Closed
You can customize Card View for whatever processes you want so your business runs smoothly.
If you want to get into the nuts and bolts of using Card View for your automations, check out our “Card View” video.
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