Sales Stages and Modules for Door-to-Door Alarm Business

English Language - Forum
1

I am building out a CRM for a Door-to-Door B2C Alarm System business.

The sales process for them is basically:

  1. Knocks door of homeowner; makes pitch.
    1a. Re-cycles the “Lead” if they don’t answer, or can’t talk at that moment.
  2. Goes over all of the various install options/features.
  3. Puts install order in with their technicians if they agree.
  4. Follows-up with client at 7 and 30 day marks after install.

So, I am thinking about using the “Accounts” module (though renaming it to prospects) to keep track of the various houses.

Anybody they make contact with at the door would be a “Contact” and if they get a referral, that would be a “Lead” to be converted when they make contact.

The various product packages/services would be created as “Opportunities”.

I think for sales stages for Opportunties would be

  1. New - for Opportunties that haven’t been assigned to a sales rep.
  2. Prospecting - when a rep has taken the “Opportunity” to knock on their door.
  3. Proposal - for when proposal schedule has been made
  4. Consideration - for when proposal has been made and client is considering
  5. Committment - for they agree to purchase and are awaiting install
  6. Closed Won
  7. Closed Lost

That seems to be a reasonable pipeline given their process.

I think I might add a “Pulled Out” stage for clients that cancelled their installation order/changed their mind after committment.

Any input would be greatly appreciated.

2

If it was me, everyone would be leads until they either a) qualify as an opportunity or b) purchase your service and become a client.

I would convert LEADS to CONTACTS and just disable accounts since you’re unlikely to have an Account/contact relationship unless your selling B2B.

Lead stages would be:

  1. new
  2. Prospecting
  3. Interested
  4. Not Interested
  5. Dead/Moved/ Etc.

You have to figure out what defines an opportunity. Simply because they opened the door does not mean they are an opportunity. You need a definition that works for your business. Perhaps a renewal coming up or an compelling need to install a security system. Then you can manage opportunities as intended… truly high probability contacts.

Your Opportunity Stages Would be something like:

  1. Needs Analysis (what type of system do they need)
  2. Proposal
    3)Consideration/Negotiation/Follow Up
  3. Contract Signed
  4. Closed - Won (Installed)
  5. Closed Lost

You also might want to explore the Contracts module to handle renewals process.

3

Using the “Accounts” module for prospects makes sense, especially if you’re thinking of it as a way to track potential customers in the sales pipeline. Renaming it to “Prospects” helps to clarify its purpose. I like how you’re planning to use the “Contact” for individuals at the door—keeping things organized will be key for follow-ups.