The premise behind US MRKT is that a Sales Associate (“SA”) will use his/her efforts to generate leads that will convert into prospects, and then sales for the Product Owners (“PO’s”). The lead, once identified by the SA, will be recorded in the CRM and once the PO is notified (a push notification is generated immediately), that lead is contacted by the PO (in most cases) in order to assess true interest. The test for this would be a communication by or from the PO directly to the lead seeking to elicit a response. If that interest exists (usually in the form of a response from the lead), the new prospect (lead converts to a prospect) is pitched on the product or service in a more targeted manner, in order to secure a sale.
The sales funnel journey that is undertaken through the US MRKT platform is i) SA generates a lead; then ii) lead converts to a prospect; and then iii) prospect converts to a sale (customer).
The SA seeks to promote its selected product or service that is offered on the US MRKT platform. The SA achieves this by communicating the details of that particular product or service with prepared posts and information provided internally by each PO (every day ideally two times per day). A lead is generated when a person responds to the SA after seeing/reading that post. That response provides the SA with the person’s name and email/cell phone, which is then entered into the CRM as a lead (that lead is a person who has responded to a posting from a SA and is considered an expression of interest). The lead, once entered into the CRM, generates a notification to the particular PO, who is then responsible for making contact with the lead. The manner of that contact is up to the PO but will include a clear offer along with more detailed information about the product or service offered, the reasons why the lead should be interested along with the benefits and attractiveness of the offered product or service. A response from the lead to the PO converts that lead into a prospect (meaning a person who has now indicated true interest by responding to the PO). In some cases, the lead can respond by making the purchase (meaning that lead converted to a sale). This possibility will depend on the nature of the PO product or service. Some products or services are more complex and costlier, and therefore would require that the lead convert first to a prospect (perhaps with multiple engagements back and forth with the PO) before a sale is consummated. In either case, the sales funnel is the same except that the lead converts to a prospect and sale simultaneously.
Understanding the sales funnel as described above is critical to achieving a higher rate of lead generation, and then lead to prospect, which inevitably will lead to greater sales for the PO.