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Qualificando Leads – Saiba identificar seus potenciais clientes

Em vendas de produtos de festas e eventos, o tempo é fator crucial, portanto precisamos evitar desperdícios de tempo e de Leads. Quando tomamos a decisão de fazer uma gestão do nosso negócio, passamos a conhecer nossos indicadores, a nos preocupar também em otimizar ao máximo nossos resultados, que se resume em reduzir o ciclo médio de vendas e aumentar os fechamentos, sonho de qualquer um de nós.⁣ ⏳📈⁣⁣⁣⁣⁣
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O que fazer pra não perder tempo com Leads curiosos que não vão fechar ou não estão no momento de compra? Como identificar desde o início do relacionamento? Pra isto existe o processo de qualificação, que são perguntas que você pode fazer para identificar o real potencial do Lead evoluir na jornada de compra e vir a fechar com sua empresa de eventos. ⁣🧐❓⁣⁣⁣⁣⁣
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Um dos modelos é o BANT, criado pela IBM oferece quatro perguntas: B (budget): Orçamento, A: Autoridade, N: Necessidade, T: Tempo.⁣⁣⁣⁣⁣⁣
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Exemplo de perguntas usando BANT: ⁣⁣⁣⁣⁣⁣
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👉 Orçamento – Qual é o teto de orçamento para o evento?⁣⁣⁣⁣⁣⁣

👉 Autoridade – Está falando com quem decide, com a noiva, noivo, mãe, decisor da empresa? Quem é responsável pelas decisões financeiras?⁣⁣⁣⁣⁣⁣

👉 Necessidade – Já começou a contratar algum serviço? Já contratou Foto e Filmagem, Vestido, Decoração, Serviços de Animação?⁣⁣⁣⁣⁣⁣

👉 Tempo – Está no tempo para começar? Está só pesquisando?⁣⁣⁣⁣⁣⁣
⁣⁣⁣⁣⁣⁣
Com o tempo este modelo evoluiu e ganhou outros pontos de qualificação, o GPCTBA C&I. G (goals): Objetivos, P: Planos, C (chalanges): Desafios, T: Tempo, BA (budget e authority): Orçamento e Autoridade, C&I: Consequências negativas e Implicações positivas.⁣⁣⁣⁣⁣⁣
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📌 Objetivos: Que fatores você considera ao escolher o local do evento ou serviço? Que tipo de evento você está planejando? Qual é o seu principal objetivo para este evento? O que você acha que faz com que seu evento se destaque dos demais? Como você gostaria de se sentir no seu evento? Quantas pessoas você planeja convidar? Para eventos corporativos: quem é seu público-alvo?⁣⁣⁣⁣⁣⁣
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📌 Plano: Você desenvolveu algum planejamento pro seu evento? Quais serviços de evento você está procurando? Por que você está planejando este evento? O que fez você decidir ir ao nosso local do evento? ⁣⁣⁣⁣⁣⁣⁣
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📌 Desafios: Você tem alguma preocupação ou potencial desafio em mente para este evento? Convidados que exigem cuidados especiais, acessibilidade, restrições alimentares?⁣⁣⁣⁣⁣⁣⁣
Tempo: Qual é a prioridade desse objetivo em comparação com os vários outros objetivos da sua vida?⁣⁣⁣⁣⁣⁣⁣
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📌 Orçamento e Autoridade: Qual é o seu orçamento total ou o seu orçamento por pessoa? Quem é responsável pelas decisões financeiras?⁣⁣⁣⁣⁣⁣⁣
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📌 Consequências negativas e Implicações positivas: Você já esteve em outros eventos semelhantes a este que você amou ou odiou? O que você ama ou odeia sobre eles e por quê? Você planeja comprar um seguro para eventos? Quais são os três elementos indispensáveis para o seu evento? Quais são as coisas que você não quer no seu evento? Quais são algumas das maneiras de medir o sucesso do seu evento?⁣⁣⁣⁣⁣⁣⁣
⁣⁣⁣⁣⁣⁣
É claro que estas perguntas são apenas sugestões, que você pode se inspirar para criar seu próprio processo de qualificação, com os métodos acima ou outros como ANUM, PACT, CHAMP, MEDDIC. De acordo com as respostas as perguntas, poderá diagnosticar o real interesse do seu Lead.👩‍💻❓⁣⁣⁣⁣⁣⁣
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E se o Lead não for qualificado, jogo ele fora? NÃO! Use tags pra segmentar esses Leads e deixe-os na sua base para nutrição, ou seja, receber seus materiais, comunicações e promoções.⁣ 📧⁣⁣⁣⁣⁣⁣
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kazahsoftware📌Plano: Você desenvolveu algum planejamento pro seu evento? Quais serviços de evento você está procurando? Por que você está planejando este evento? O que fez você decidir ir ao nosso local do evento? ⁣⁣⁣⁣⁣⁣⁣
⁣⁣⁣
📌Desafios: Você tem alguma preocupação ou potencial desafio em mente para este evento? Convidados que exigem cuidados especiais, acessibilidade, restrições alimentares?⁣⁣⁣⁣⁣⁣⁣
Tempo: Qual é a prioridade desse objetivo em comparação com os vários outros objetivos da sua vida?⁣⁣⁣⁣⁣⁣⁣
⁣⁣⁣⁣⁣⁣
📌Orçamento e Autoridade: Qual é o seu orçamento total ou o seu orçamento por pessoa? Quem é responsável pelas decisões financeiras?⁣⁣⁣⁣⁣⁣⁣
⁣⁣⁣⁣⁣⁣
📌Consequências negativas e Implicações positivas: Você já esteve em outros eventos semelhantes a este que você amou ou odiou? O que você ama ou odeia sobre eles e por quê? Você planeja comprar um seguro para eventos? Quais são os três elementos indispensáveis para o seu evento? Quais são as coisas que você não quer no seu evento? Quais são algumas das maneiras de medir o sucesso do seu evento?⁣⁣⁣⁣⁣⁣⁣
⁣⁣⁣⁣⁣⁣
É claro que estas perguntas são apenas sugestões, que você pode se inspirar para criar seu próprio processo de qualificação, com os métodos acima ou outros como ANUM, PACT, CHAMP, MEDDIC. De acordo com as respostas as perguntas, poderá diagnosticar o real interesse do seu Lead.👩‍💻❓⁣⁣⁣⁣⁣⁣
⁣⁣⁣⁣⁣⁣
E se o Lead não for qualificado, jogo ele fora? NÃO! Use tags pra segmentar esses Leads e deixe-os na sua base para nutrição, ou seja, receber seus materiais, comunicações e promoções.⁣ 📧⁣⁣⁣⁣⁣⁣
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