Questions and Lead Quality Scoring
Review Questions and Lead Quality Scoring
For LEADs that come via the Omnivore Website (Lead = company not the person)
Quality score goes on the Company?
Score based on the following - in HS create as a dropdown to choose only 1 option.
- Ecom platform - determined from form
- If selling on marketplaces yes/no - determined from form
- Marketplace maturity = 3+ channels / 1–2 channels / New
- Online Selling Experience - HIGH MED LOW
- Product Catalogue: >20,000 SKUs / 100–20,000 SKUs / <100 SKUs
- Resource availability: Dedicated / Adequate / Limited
- Onboarding preference - paid, expect high support, expect low support,
- Growth intent: Testing / Moderate / Aggressive
- Commercial viability: High / Medium / Low
- Personal Excitement: High Medium Low
Outcome:
Overall Rating can be used to:
- Track quality overtime
- Identify
BEFORE THE CALL
- Based on the info available, what can you find out about the company and the contact?
- Have an idea of which marketplaces they might be suitable for
-
MANDATORY - in the course of the call, we want to find out the following:
How did you hear about us?
Can you tell me a bit about your business — what do you sell and how long have you been trading online?
(if unknown) What’s your main eCommerce platform Shopify, WooCommerce, BigCommerce, etc.)?
What made you interested in connecting to marketplaces right now?
How many SKUs (products) do you currently list?
Do you currently sell on any marketplaces (eBay, Amazon, Kogan, etc.)?
If YES: which ones, and how are they performing?
If YES: What issues, if any, do you have with them?
If NO: which marketplaces have you considered? Offer recommendations.
If NO: do you have selling accounts for any marketplaces? Offer selling accounts page.
How many orders do you typically process per month across all channels?
Timing - How quickly do you want to go live?
In addition to the above;
- How are you currently fulfilling orders? i.e are they going into their ecom platform, then what happens?
- Product data and inventory? Is it in ecom platform or other?
-
OTHER:
- If ENTERPRISE: Discuss Account Management and make Onboarding mandatory. E.g First marketplace is $600 after that you may find you don't need that level of support but its available and optional .
- Scripts around DIY vs Onboarding - try and upsell onboarding e.g Omnivore is designed so that you can set yourself up however..... from what you've told me our Onboarding package will ... (insert reason) can help you get there faster, learn from an expert.
- Customer Support and Account Management offerings
DEMO:
- Start with Summary Dashboard then each marketplace dashboard
- Managing products - Choosing what to list (blocking, excluding), Marketplace Data - (category mapping, product attributes), Making changes to products e.g titles, descriptions,
- Promotions and bundling - less about click here click here, more about you can do this..
- Anythingn they may have mentioned they want. e.g Promotions - ask for an example of the type of promo they want to do.
- Any marketplace settings that may be relevant based on conversations.
- Anything else based on what they want to do