How To Close A Lead As Won
When you have converted a lead to a sale you can change the Progress to 'Sold' - which will record a sale in reporting but leave your lead open to arrange 'Delivery' or 'Follow Up'. Once you are ready to complete work on your lead you need to mark your lead as 'Close Won'.
The 'Close Won button is located in the grey action menu as pictured below. By default any user can 'Close Won', however this can be controlled via one of two roles;
- Closed Won Notifications - The 'Receive Closed Lead As Won Notification' role allows any user to close leads as won, but will generate a notification to the designated lead managers. MORE.
- Closed Won Permission - The 'Close Lead Won Permission' role dictates which users have the ability to close leads as won. If the role does not exist anyone can close leads MORE.
When you 'Close Won' you can do the following actions;
- Check the Update customer last purchase fields. This will be checked by default and will automatically updated the 'Customer Last Purchase' field in the Address Book
- Check the Mark listing as Sold on Close Won check box. This will only show if the dealership account has the 'Mark Listing As Sold On Close Won' role. With this role activated the listing itself will be updated as Sold as well as the lead. Read more about the role HERE.
- Add Notes relating to closing the lead as won
- You can Add the customer to contact groups by ticking the group you want the customer to belong to. By default the customer will be added to the Customers contact group, but this can be customised via the 'My Company' screen under 'Account Preferences'. Click HERE to read more.
If you have the 'Close Won Validation' role, when you attempt to close a lead as won, if it is missing any relevant customer contact details such as 'Title', 'First Name', 'Last Name', 'Phone', 'Mobile', 'Email' or 'City', 'Rego', 'VIN' or 'Test Drive Completed' it will alert the user that these fields are missing.
Depending on your Role Management settings you will either be forced to populate the missing data before you can proceed with the Close Won action or the alert will be warning to ensure you capture best possible information for future follow up, but it will not prevent you from completing the Close Won process. Click HERE to read about more about the Close Won Validation role.
When you Close Won, it automatically marks the lead as Sold as well. Once you Close Your Lead As Won it will not be visible on your Dashboard if you are viewing open leads. To view the lead again use the 'Status' filter to filter between 'Open', 'Closed' or 'All'.
Complete ALL Calendar Events When Closing Leads As Won Or Lost
When managing leads user will sometimes find themselves in a scenario when they are closing a lead as Won or Lost where they have outstanding incomplete calendar events. In prior versions of AutoPlayAuto.com we've had the ability to 'Mark all overdue calendar events as complete'. In this scenario when closing the lead pictured below the 'Follow up re Finance' event that is overdue would be closed, whilst the 'Follow Up Post Delivery' would remain open - allowing dealers to continue to use AutoPlay to manage their post sale follow up.
Unfortunately there are instances where you might have a future calendar event that is no longer relevant that you might want to complete whilst you are closing the lead. For example if you have an event scheduled in the next few weeks to follow up and the customer says that their job situation has changed and they are delaying their purchase decision for 12 months. It's now inappropriate to follow up in the next few weeks, but you may want to touch base in 12 months.
We now allow users to select a 'Mark all incomplete calendar events as complete' to close all events that are incomplete - no matter if they are overdue or not. If you tick this box and change your mind you will need to untick before you will be able to check the 'Mark all overdue calendar events as complete' option. You can still use the 'Post sale follow up' option to create a new event as you are closing the lead.
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