All About CRM & Sales Management
All About CRM & Sales Management
DOJODIGI Team
Contents:
Benefits
Setting Up
Pipelines & Sales Management (Opportunites Tab)
Adding Contacts to Pipelines
Managing Contacts
Conversations Tab
Move your Contacts Automatically Through Pipeline Stages with Automation & Workflows
Customisation
Exporting Your Pipeline (csv file)
Lead/Engagement Scoring
Read more on DOJODIGI's Automation & Workflows.
Managing customer relationships is critical for any business aiming to thrive in today’s competitive environment. DOJODIGI offers a robust CRM system that simplifies and enhances your ability to manage customer interactions, track leads, and close deals. This guide will walk you through the essential features of our CRM and show you how to leverage them for your business success.
How DOJODIGI's CRM & Sales Management Benefits Your Business:
Enhanced Customer Insights: Gain a comprehensive view of customer interactions and preferences with Smart Contacts Management and advanced analytics, leading to better targeting and personalized marketing efforts.
Increased Sales Efficiency: Streamline your sales process with CRM & Sales Management, Infinite Sales Funnels, and Smart Workflow Automations, ensuring your team focuses on high-value activities.
Automated Marketing Strategies: Utilize Email Marketing, Social Media Marketing, and Workflow Automations to engage your audience effectively and automate repetitive tasks, enhancing overall marketing efficiency.
Seamless Business Operations: Integrate Payments & Invoices, Bookings & Appointments, and Media Library Storage into your daily operations, ensuring all aspects of your business are well-organized and easily accessible.
Scalable Growth Opportunities: Expand your business with the Ecommerce Hub and Memberships & Courses features, providing new revenue streams and a broader reach for your products and services.
Setting Up:
Login to DOJODIGI: Start by logging into your DOJODIGI account (app.dojodigi.com)
Navigate to "contacts" and import your contacts. Read more on our smart contacts management for a more detailed explanation on everything related to your contacts here on DOJODIGI.
Sales & Pipeline Management (Opportunities):
The Opportunities tab is a powerful tool designed to streamline your sales process and help you manage potential deals more effectively & seamlessly with our automation capabilities.
What is a Sales Pipeline?
A sales pipeline is a visual representation of your sales process. It breaks down the steps involved in moving a potential customer from initial contact to final purchase. Each step in the pipeline represents a stage that a deal must pass through, such as Lead, Contacted, Proposal Sent, Negotiation, and Closed (Won or Lost).
DOJODIGI allows for the creation of multiple pipelines. There are many other uses for our pipelines apart from sales management & CRM. Eg) Create a pipeline just to track your calender appointments & bookings to leverage the user friendly interface and convenience that comes with our pipeline features.
Setting Up Pipelines:
Go to the “Opportunities” section to set up your sales pipelines.
Click on "Pipelines" and click "Create new pipeline"
Define the stages of your sales process, such as “Lead,” “Contacted,” “Proposal Sent,” and “Closed.” This visualization helps track the progress of each deal through the sales funnel.
The arrows on each stage are to rearrange the stages. Eg if I want "under contract" to be before "closed a client(won)" in the pipeline, I simply click the down arrow next to "closed a client(won)" or click the up arrow next to "under contract"
The 3 icons on the right next to each stage are to customise your pipeline visual displays on the dashboard tab. The first icon is to hide the stage from the pie chart displays on your dashboard. The second icon is to hide the stage from the pipeline displays on your dashboard. Green indicates that the stage will show. Click on the respective icons to hide the stage from the dashboard. It should turn grey as shown.
The 2 checkboxes below are to hide the entire pipeline (all stages) from dashboard piechart displays and pipeline displays respectively.
Click save to save your pipeline
Head back to opportunities
Click on the drop down and select the newly created pipeline. You may click here to switch between pipelines if you have multiple
You should see the pipeline being displayed
Simply swipe your curser left and right to move along the pipeline stages horizontally
Adding Contacts to a Pipeline:
There are 3 broad ways to add your contacts to a pipeline. 1. Via automation & workflows, 2. Adding a group of contacts, 3. Adding individual contacts
Add Contacts Automatically Into a Pipeline with Automation & Workflows:
A trigger must be set in order to trigger the automation
Lets say we want to automatically add a contact to our pipeline under "new leads". This can be done by setting a "contact us" form as a trigger. This mean that when a potential lead fills up a "contact us" form on your website or funnel, it will automatically add their contact into our system and into the pipeline under "new leads"
To create a form, head over to the sites tab and click on forms. Read more on forms and survey builders here.
Click on the automations tab and click create workflow
Set the trigger as "form submitted" and add a filter such that form is "Contact us"
Add the action "create opportunities" and fill in the appropriate fields
Now this automation ensures that all contacts that filled up the contact us form will automatically be added into the pipeline of your choice
This is just a very brief & specific example of what our automation feature can do. It is fully customisable and you may add more features Eg) once the form is filled, a welcome or thank you email can be sent automatically, or you may choose to notify and assign new incoming leads that come via this automation to a staff member or yourself, etc. To know more, read more on our Workflow & Automations Feature.
Adding a group of contacts:
Head over to the contacts tab
Check off the contacts you wish to add to your pipeline
Click on the pipeline icon
Select which pipeline and pipeline stage (easily drag and drop them across different stages later)
The action is just a simple description eg) move to sales pipeline
Fill in the other details(if necessary).
Adding individual contacts:
Head to opportunites and click on the drop down menu to select the appropriate pipeline
Click add opportunity
Select the contact and fill in the other details(if necessary)
Status indicates whether this lead is open, closed, won, etc
The opportunity value indicates the value of the services this lead is interested in
The owner is the sales person or employee assigned to this particular opportunity/contact
Opportunity Source is where this lead was derived eg) direct traffic, instagram ad, email marketing, chat widget
Managing Opportunities(contacts):
Drag and Drop:
Drag and drop clients along the pipeline to update your sales process
Enhanced Customer Interactions:
Under each contact in the pipeline there are a few icons that allow us to do the following features (respectively, in order from left to right):
Keep track of all interactions with your contacts, including emails, appointments and their activities. This centralized communication history ensures you have a complete view of customer relationships, enabling personalized and informed interactions.
Add tags to help further segment and organise this contact. Read more about smart contacts management here.
Add notes and comments to each contact's record, facilitating easy reference and detailed tracking of customer interactions and preferences.
Use task management features to schedule follow-ups, set reminders, and assign tasks to team members. This helps in maintaining consistent communication and ensuring no opportunity falls through the cracks.
Appointments - View the appointments and bookings the contact has made with you here. DOJODIGI’s bookings and calendar feature is a powerful tool for businesses. This feature includes capabilities like automated scheduling, customisable booking pages, calendars integration, automatic reminders and notifications for staff and customers and booking analytics. This powerful feature streamlines appointment and scheduling processes, enhances customer satisfaction, and improves overall operational efficiency. More on Bookings & Appointments
Conversations Tab
DOJODIGI's Conversation tab centralizes all communications with leads and customers, including emails, webchats, appointments and social media interactions, facilitating effective management of customer relationships and sales activities. It is an integral part of our CRM feature that is also already integrated in the Contacts tab and the Opportunities Tab - so certain features of this tab are already accessible when in Contacts and Opportunities.
Finding & organising conversations:
Head to the conversations tab
Click on "conversations". Below there are 4 options for you to choose which conversations to display. Simply click on the desired option. To refresh, click on the option again.
To further filter out which contacts to display, click on the filter icon. Click on which filters you wish to apply and click apply.
The search bar is a quick and easy way for you to directly search for contacts and your conversations with them.
Viewing conversation history & more
When you click on a contact, their entire conversation history with you will appear, displaying any past emails, bookings and appointments, pipeline information etc. Click on the circled icon to minimise the email section and use the scroller to scroll through past activity and conversation history with this contact
On the right side, there are 5 icons.
The first icon at the top shows the contact profile and other information. To view more detailed information on this contact like activity tracking, head to the contacts tab.
Next is the Appointments icon - View the appointments and bookings the contact has made with you here, past, present and future. DOJODIGI’s bookings and calendar feature is a powerful tool for businesses. This feature includes capabilities like automated scheduling, customisable booking pages, calendars integration, automatic reminders and notifications for staff and customers and booking analytics. This powerful feature streamlines appointment and scheduling processes, enhances customer satisfaction, and improves overall operational efficiency. More on Bookings & Appointments
The third icon showcases any pipelines this contact is involved in
Next is the tasks icon. Cick on it to allocate a staff member to this specific contact for any action or follow-ups necessary, helping ensure timely follow-ups and consistent customer communication.
The last icon allows us to add notes and comments to each contact's record, facilitating easy reference and detailed tracking of customer interactions and preferences.
Conversing:
Read more on our email marketing feature here (template library, custom templates, mass email sending and more)
Kindly note our platform does not currently support SMS or call options. 2 way SMS & Call services may arrive in the future at no additional platform service charges for existing users.
Conveniently send an email to your clients via the section in the middle
The icons at the bottom allow you to further edit your email (edits, request payment, etc)
The first icon on the left edits texts. Eg) custom code, bold, underline, italicise, color, alignment etc
The paperclip icon allows you to attach files in your email.
The third icon from the left allows you to add links to texts
The next icon lets you insert images into the email
(if you are importing from our media storage library, get the link for the specific image and insert it here. To get the link, click on settings, scroll to media, click on open media library, click on the image you want and click on copy on the top right of the page)
The emoji icon lets you add emojis
The next icon allows you to insert any email templates you created (more on email templates later)
The dollar icon lets you request payment directly in the email and creates an invoice and payment link
The plus icon allows you to add custom fields. Custom fields are personalised data entry points that allow you to capture specific data, better organise and enhance personalisation.
The example below illustrates a simple use of custom fields. Click the plus icon, go to contact, first name. When this email sends, it will read "Dear Peter" (in this specific example). This is great for mass email templates and email marketing. Read more on custom fields hereThe circular icon next to send allows you to schedule your email sending
Other Features
On top of each contact/conversation there are a few icons. From left to right, they are respectively to archive the conversation, start the conversation, mark as unread, to delete it and to filter out what types of conversation history with the contact to display.
Click on the little arrow to mimimise the side tab to make the main conversation interface larger
Move your Contacts Automatically Through Pipeline Stages with Automation & Workflows
Have your contacts moved automatically throughout your pipeline stages with our Automation Workflows. This means you no longer have to manually drag and drop contacts across the pipeline stages and instead have it done automatically when certain trigger actions are made by your contacts.
To do this, we need to set a trigger for each stage and this might require a new separate workflow for each depending on the complexity and requirements of the automation and your pipeline.
Then, set a corresponding action to move the contact along the pipeline (as done in the previous section on adding contacts -> adding contacts automatically using automation & workflows.)
Unfortunately, there are too many ways we can trigger a move along the pipeline with our automation feature to suit your different pipeline needs (eg a form filled as a trigger to get new prospects to move into new leads stage of a pipeline, a booked appointment on your demo call calender as a trigger to move your contact into the booked a call stage, etc).
Additionally, have our expert team build it for you in our automation expert builder service here
Customise your pipeline dashboard (opportunities tab):
Filter out which opportunities(contacts) you would like to only view by clicking the filter icon
Select which filter to apply
Eg) I'm looking for leads that are open and was last updated within a week. Click "status", select "open", click apply. Then, click "and", "on last stage change" and select "last 7 days", click apply. Now the leads shown on the pipeline would be the ones that fulfills your filter criteria ie open leads that was last updated in the pipeline within 7 days.
This helps you segment and efficiently view selected groups of clients and leads that fulfill certain crietria in the pipeline stages.
The and-or toggle allows you to select whether you want to display contacts that fulfill all your criteria(and) or if they fulfill either criteria (or)
Further Customisation:
The 3 vertical dots allow you to customise which contact information to display or hide within the pipeline under "additional info"
Search bar allows you to search for opportunities(contacts) by various factors
The sort by drop down allows you to customise the order of how your contacts/opportunites are displayed within the pipeline stages (by date added or lead value)
Exporting Pipeline Data:
To export the data in the pipeline, including contact's information, into a csv file, click on the 3 vertical dots and click "export"
By integrating DOJODIGI's CRM into your business, you can streamline your sales processes, automate repetitive tasks, and gain valuable insights through customizable dashboards and reports. Whether you’re nurturing leads or managing customer relationships, our CRM offers the tools you need to boost efficiency and drive growth. Start leveraging DOJODIGI today and watch your business reach new heights!
Lead/Engagement Scoring
What is Lead Scoring?
Lead scoring is a methodology used to rank prospects against a scale that represents the perceived value each lead represents to the organization. This process helps sales and marketing teams prioritize leads, ensuring that time and resources are focused on the most promising prospects.
Why Do Businesses Use Lead Scoring?
Businesses employ lead scoring to streamline their sales processes, improve efficiency, and increase conversion rates. By identifying high-value leads, companies can allocate their resources more effectively, engage with prospects at the right time, and tailor their communications to meet the specific needs and interests of each lead.
How Can Lead Scoring Help Your Business?
Lead scoring helps businesses in several ways:
Prioritization: Focus on leads that are more likely to convert, improving the efficiency of your sales team.
Personalization: Tailor your marketing and sales efforts to meet the specific needs of high-scoring leads.
Resource Allocation: Optimize the use of your resources by concentrating efforts on leads with the highest potential.
Improved ROI: Increase your return on investment by targeting your efforts towards leads that are more likely to generate revenue.
Example Scenario: Imagine you run a Tuition Agency. You send out an email campaign offering free Study Guides. If a lead opens the email and downloads the checklist, this action indicates a decent level of interest in study/tuition services or can indicate the lead has children in need of such services. By assigning a score to this action, you can prioritize follow-ups with these leads, offering them free trials, tuition packages etc.
Customizable Lead Scoring Criteria: Lead scoring in DOJODIGI can be customized based on various criteria, including:
Email Events: Clicks, opens, bounces, etc.
Contact Changes: Updates to contact information.
Contact Tags: Tags indicating lead source, interest, etc.
Payment Received: Leads who have made a purchase.
Contact Replied: Responses to emails or messages.
Form Submitted: Submission of contact forms.
Order Form Submission: Orders placed through forms.
Survey Submission: Completion of surveys.
Contact Booked Appointment: Scheduling of appointments.
Appointment Status: Changes in appointment status.
How to do lead scoring in DOJODIGI?
Head to settings and click on manage scoring
Lets use the above tuition example to illustrate how to use lead scoring
Assume the tuition agency sends an email campaign giving out free study guides
In the emails, there's a button that leads to a landing page with a simple form leads have to fill to get the free study guides
We can click on "add a new rule" for "email events" and the event is if the email is "clicked", we add 1 point
Next we can add a new rule for "form submitted", select the form that was used in the landing page and add 5 points
Publish your scoring settings and scroll down to click save
In the conversations tab, the lead's score will appear as a numerical value
You may filter conversations according to the contact's lead score as well
Contact us at [email protected] for any queries you may have. At DOJODIGI, we pride ourselves in customer support & satisfaction.
