In Dynamics CRM, a users’ understanding of the specific products or services a customer will be looking to purchase may grow throughout the sales process. For example, at the Lead level, the product/service knowledge may be quite vague or general – maybe it is only known that they uses a particular group of items services.
If you are using Products in Dynamics CRM, you may want to structure these products to allow users to identify the potential products or services at a high level on a Lead, and then gather individual product/service specifics on the Opportunity and Quote. This can easily be accomplished using Families along with Products.
The first step, if not in place, is to create Families within the Product Catalog and then associate Products to the appropriate Family.
Next, you can create a new custom entity associated to the Lead entity, and display a sub-grid of these records on the Lead form.
This is an example of a custom Product Interest entity form –
This is an example of Custom Product subgrid added to the Lead form –
When the Lead is qualified, you could use a Lead Quick View form on the Opportunity to display the information that was originally captured. This is a nice reference for a sales rep to help ensure all interests captured at the Lead level are explored during the Opportunity process.
Beyond allowing for the capture of Product Interests, using Product Families and Products in this fashion may help facilitate broader marketing strategies. For example, let’s say you have a product that has been improved in terms of performance, price, or some other attribute. Not only could you promote this product news to customers that have this product identified in Opportunities, but you could also market this to Leads that have the Product Family (associated with this Product) identified as a Product Interest.
The post Capturing Product Interests on a Lead Form in Dynamics CRM appeared first on Ledgeview Partners.