How to Capture New Business
For some businesses, capturing new leads means names on a whiteboard, while others use spreadsheets or even scraps of paper. Tracking this way can only you so far though, and if you want to grow, you need to have something remember all the details for you.
Daylite gives you an entire tool box to do exactly that. Tracking your leads, organizing all the moving pieces, and streamlining your sales process begins by capturing new business as Opportunities in Daylite.
What you'll learn:
- How to capture new business
- How to remember all the details and classify new business
- How to track each person's role on a deal
How to capture new business
If you don't capture new business, you can't track it. If you can't track it, you're leaving money on the table. Opportunities capture new business so you can track it, remember the details, and close the deal.
In Daylite on the Mac
The easiest way to start tracking new business is to create a new Opportunity with the New Item button. This button will change depending on what you're viewing in Daylite, so to create a new Opportunity, click All Opportunities or My Opportunities, then select + New Opportunity
When you're not viewing Opportunities, click the downward facing arrow next to the New Item button and choose New Opportunity
In Mail on the Mac
Whether responding to a marketing email, online form, or after handing our your business card, email is one of the most common ways new business starts. Daylite includes the Daylite Mail Assistant, a plugin for Mail on the Mac. It allows you to capture things like new Opportunities straight from your inbox, while also linking them to the email.
In Daylite on the iPhone and iPad
You're not always in front of your Mac and that's where Daylite for the iPhone and iPad comes in. The Opportunities you create while on the go will sync with your other Daylite devices, so you always have the most up to date information.
- Tap the Objectives tab
- Tap the Add Objective Plus button
- Choose to create a new Opportunity
Add the Details
Daylite gives you a lot of Opportunity fields. Don't panic! You don't have to use them all. Gather the information you need today and as you learn more, or update your sales process, use additional fields.
Every Opportunity should have a Name, Start Date, Estimate, and details filled in. You may also want to add a Forecast Date as a guide for when you expect a deal to close, as well as create an estimate to track an Opportunity's total.
Adding the same field over and over again?
Add it as default! Choose Daylite > Preferences and select Defaults. Now add the fields in the Opportunites tab.
Custom fields give you more flexibility. With 12 extra fields and 4 extra dates for Opportunities, you can choose what information you capture.
- Choose Daylite > Preferences > Custom Fields
- Select Opportunities
- Add the name of any custom fields or custom dates that you need
Opportunities will now have access to these fields from add field option.
Use Forms as custom fields
For even more fields with greater flexibility, try linking forms to an Opportunities.
Estimates are a way to track the total possible business a new Opportunity offers. This can be used for internal tracking but you can also send a simple quote to a lead as a PDF.
- Click the Estimate Tab on an Opportunity
- Click the + button to add a custom product or service
- Adjust the number of items, price discount etc.
Now when you click the Details & Activity tab you see see that the total field matches the estimate total.
Frequently using the same custom product or features?
Add it as a product and service in Daylite > Preferences > Product and Services.
Classify your Opportunities
Once you have the basics down, it's time to classify the Opportunity. Classifying your Opportunities is where Daylite sets itself apart. With Categories and Keywords, you can sort, filter, and segment your Opportunities.
Learn what's working and streamline your processes so you can increase your win ratio and close more deals.
A Category is the top-level Opportunity classification. An Opportunity has only one Category, so think about how you want to organize them.
Here are a few examples of how you can categorize your Opportunities
- Product or service they are buying
- Personal Coaching
- Group Training
- Speaking Event
- Type of Lead
- Email Marketing
- Trade Show 2019
To choose a Category, click on the Category pop-up menu. If no category fits, click Edit Categories... to open Daylite Category Preferences and create a new Category.
Keywords are a more flexible way to classify your Opportunities. An Opportunity can have as many keywords as you want, so you can use them for multiple reasons.
Here are a few examples of how you can use Keywords to classify your Opportunities:
- Type of client
- Repeat customer
- Buying preferences
- Additional Photographer
- 2 Week coaching session
- 2 bedroom
- Specific marketing campaigns
- 10% off referral
- re-targeting ads
- holiday landing page
Add an Opportunity Keyword by clicking the Plus button next to the Keywords field and type the Keyword you want to add.
When linking people, to a deal, start with your team like a salesperson or a manager. Then add your customers and assign their roles like decision maker, champion, IT. Now when you contact a client, you can make sure you're speaking to the right person at the right time.
Now that you've added all the essential details, classified your Opportunities, and added everyone's roles, go ahead and save your Opportunity.
With all the details about an Opportunity captured in one place, your team has the tools to close more deals and take your business further. Now you're ready to Organize the Moving Pieces In A Deal and Build a Streamlined Sales Process.