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Prospect Process
Provided below is an overview of the KAVA CRM Prospect Process. Follow the steps below and
tick the corresponding checkboxes in CRM when you are finished with each step.
1. Research Prospect
Perform some basic research so that you know your customer before you first contact them. This could be researching their website, Facebook site or LinkedIn site.
After you have performed your research, update the relevant fields in CRM (e.g. website/social media, annual revenue, industry, etc).
When completed, ✅ the Prospect Research Completed checkbox or specify as 'N/A'.
2. Contact Prospect
After researching the prospect, call them to discuss their specific insurance requirements.
When completed, ✅ the Prospect Contacted checkbox or specify as 'N/A'.
Also, confirm whether or not we are allowed to send information to them via email and update the Consent to Electronic Communications checkbox as appropriate.
3. Send FSG
Send a copy of our current FSG (Financial Services Guide) to the prospect.
When completed, ✅ the FSG Sent checkbox or specify as 'N/A'.
4. Send LOA
Send a copy of our current LOA (Letter of Appointment) to the prospect.
When completed, ✅ the LOA Sent checkbox or specify as 'N/A'.
5. Perform Risk Assessment
Analyse the prospects business and determine the relevant risks that need to be insured.
When completed, ✅ the Risk Analysis Completed or specify as 'N/A'.
6. Quote for Required Covers
For the risks that need to be insured, create a new Required Cover record by clicking on the Create Required Cover button and enter the relevant information. Once the Required Risk record is created, click the link to access the record and follow the Sales Process for each Required Cover.
7. Confirm as Closed or Lost
Please specify if you have won (Closed Won) or lost (Closed Lost) the prospect's business. Once a choice is selected, you will be prompted to enter a reason for the win/loss.
Once you have entered the reason, the Prospect Process is completed. The Closed Won/Closed Lost Date will be updated automatically.
8. Contact in Future
If you wish to follow up with this prospect in the future, please specify a date in the Contact in Future field. This will automatically create a reminder Task for that date.
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