The Successware Opportunity Manager helps to drive sales in areas of opportunity you discover during each job or interaction with your customer.
Opportunities can be defined as a potential job, maintenance visit, equipment repair, upsell of new equipment, agreement sale, or anything else that your team has noticed a homeowner may potentially need. Opportunities can range from a necessary job, such as repairing a piece of equipment, to a recommended job or purchase, like extending a warranty to give the homeowner more peace of mind.
Opportunities can be identified by anyone at your company, such as technicians in the field, call takers, or your sales team. Your technicians can act as a sensor in the field to generate opportunity sales leads while on a job site for existing customers. Call takers can identify sales opportunities for potential buyers when they take new client calls. Your sales team will follow up on these opportunities the rest of your team identifies!
Creating Job Opportunities is Easy in Successware
Job opportunities can be created and entered into Successware in many ways. They can be created from Successware Office in the job summary or customer opportunity profile and in Successware Mobile in the job summary screen! We make it easy to create opportunities for your sales team.
When creating an opportunity, you can mark the opportunity as "Notified," which means you spoke about the potential opportunity with the customer, and they are expecting a follow-up call. These opportunities are considered a high priority, and the sales team should act on them right away while it is still fresh in the customer's mind.
You can also mark opportunities as "Lead Job Required," which means this is a significant enough opportunity where a salesperson needs to go out and give the customer an estimate for the job.
Follow-up dates for when sales should contact the customer should always be included. This ensures your customer will hear from someone promptly and makes it easier for sales to prioritize who to contact first. Your sales team can view these Opportunities from a single screen and filter them for follow-up – more below!
Create Custom Opportunity Codes for your Business
Successware allows you to create custom opportunity codes to meet your business needs. The opportunity code describes what the opportunity is and what the customer needs.
Our software comes prepopulated with a few codes to get you started, and then you can take it away from there. You can track by job type or job value (potential revenue). Some examples of opportunity codes for job type are:
- Agreement candidate
- Filter replacement
- Needs AC
- Duct cleaning
Or, you can track by job value:
- Under $100
- $100 – $1,000
- $1,000 – $5,000
- Over $5,000
Opportunity Manager Shows All Opportunities on One Screen
There are two places where your sales team can find opportunities: the customer record or the opportunity manager. The opportunity manager will show you ALL opportunities available to sales in one convenient location. You can filter by follow-up date to see which opportunity you should follow up on first, or you can view them all at once!
As you are following up with customers on the identified opportunities, you can write notes about what you spoke about or create jobs directly from this screen. You can mark whether you need to follow up with the customer later and enter a new follow-up date. You can also make notes on what you need to speak about during your next follow-up call.
If the customer you speak to wants the job completed or an estimate, you can select "Convert" in the opportunity manager which will create a sales job in the platform. Make sure the salesperson who reached out to the customer is on the opportunity/sales job because this will carry over to the invoice. This is how your sales team will get commission for the jobs they have converted.
If a customer is not interested in the opportunity you are presenting to them, you can mark the opportunity as "Abandoned." This will remove it from the opportunity manager, but the notes on what you offered the customer will be kept on file.
Monitor Your Sales Teams Progress Through Reporting
Managers can pull reports showing how well their team is doing at following up and closing opportunities in the system. They can run reports by the different opportunity codes to see which opportunities have the highest closing rate and which need some work.
These reports are also a way to see how productive your employees are. For example, you can see how many calls sales are making, how many appointments they are converting to jobs, and what they are ultimately selling and billing customers for.
Successware also offers reports where you can see how many opportunities each technician is identifying in the field. You can use this information to help coach your technicians on how to identify things that may need to be repaired, replaced, or offered to customers.
There is also an overall opportunity screen that lets you see the total dollar amount the opportunities are bringing in, how many are coming in, how many were closed, and more! It gives you a snapshot of how much additional revenue you are bringing in from opportunities that were identified by your employees.
Now that you have all these great opportunities identified, it is time to get to work and close some sales! Successware can help you do just that with our Marketing and Marketing Manager module. You can check out our Targeted Marketing and Your Customer Database blog for more tips and tricks.
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