Leads represent potential business opportunities that you need to vet to move forward. Maybe you're at a conference and someone hands you a business card. You think they might have the potential to become a customer, but you need to call them and find out.
In this module, we'll tackle the following:
A lead represents potential business. In Copper, a lead can later be converted into a person (and associated with a company or opportunity) once you decide it's mutually beneficial to pursue a business deal. The graph below illustrates the relationship between leads, people, companies and opportunities:
The process of deciding whether this lead is someone who should formally evaluate your product or service is known as "qualifying" the lead.
A company may decide to use leads in Copper:
For example, a sales representative for a software company meets John at a conference and gets his business card. John might have customer potential, but the sales rep won't know until they chat by phone. In this scenario, John would be a Lead until he's qualified and converted into a Person. (More on converting lead records later).
For another example, maybe Marketing generates interest in your product through an advertising campaign or a blog. Your Sales Team must reach out to these interested contacts to ensure it's mutually beneficial to do business. Marketing can add the contacts as leads, and Sales can convert them to people once it's determined there's a business deal to transact.
Or a company may decide not to use leads in Copper:
For example, a recruiter receives a resume from a job seeker. This job seeker meets the qualifications for a position the recruiter is trying to fill, so it's time to move this job seeker through the pipeline, starting with a phone interview. You can't move a Lead through your pipeline. It must be qualified first. In this scenario, the recruiter firm may decide adding leads is unnecessary. They will instead add the job seeker as a person record.
Because you aren't sure if you're going to do business with a lead, you want to make lead creation as simple as possible. A lead is like a digital business card, and typically includes a person's name, job title, phone number, email address, and company name, in addition to any custom information you might like to track, for example where you met, or what product or service they are interested in. Marketing could use this for email, telemarketing and SEO/SEM campaigns. Once someone determines this lead is a good fit for business, they'll convert the lead to a person.
To determine whether it benefits your business to use leads, ask yourself the following questions:
- Do I jump into my pipeline right away or do I store information about prospective customers and vet them first?
- If your pipeline starts as soon as you're aware of a prospective customer/opportunity, you don't need leads.
- If you qualify prospective customers/opportunities before moving them through your pipeline, leads help you keep track of this prospective business.
- How many prospective customers/opportunities do I receive at a time?
- If you receive one at a time, you may not need Leads, as you can qualify these individually when they come in.
- If you receive a lot at any given time, leads can help you keep track of prospective business you need to qualify at a future date.
Create a lead
To add a new lead to your account, follow the steps below:
- Sign into your Copper account and click 'Leads' in the left-hand navigation panel.
- Click the blue 'Add New' button.
- A lightbox will appear to create a record for this lead. The only mandatory field is 'Lead Name'. You can choose to fill out the default fields and/or custom fields.
- Click 'Save' in the light box when you're done entering details about your lead.
Once a lead has been created, the resulting record looks like this:
On the left, you'll see all the default and custom fields you've chosen to display for leads. This gives you context for who the lead is. You might notice that some information you did not add to these fields is pre-populated; things like the LinkedIn profile or the customer's address. You can learn more about how we find this information and populate it for you.
In the center, you'll see your interaction stats, which help keep you on track with the frequency of your communication. Below that you have your activity log, where you can see the details of each interaction you've had with the lead and any updates that have happened on the lead record. If you're using the Gmail sync, we'll sync any future correspondence you have with this lead as well as email correspondence your company users have had with the lead over the past 365 days. addition to any future You can @mention other users to follow up with this lead or take action on a task associated with this lead. You can also filter this log to see relevant events.
When we confirm that a lead wants to formally evaluate our product or service, we refer to them as being "qualified", and the potential customer leaves the realm of our marketing efforts, and begins the first step in the Sales process. At this point, we typically need to capture more information about the person, their company, and the potential deal, in order to help us win their business. This is why after being "converted," we take a lead's information, and convert it to a person record. To do this, just follow the instructions below:
- Click a name from the 'First Name' column in your list of leads.
- Click the 'Convert lead' blue button on the lead's profile page.
- As we recall from creating a lead, all you needed was a name. If that's all you have in the lead profile, only a person record will be created from the conversion. You can also fill in person detail fields like 'Owner,' 'Contact Type,' and any custom fields you see displayed there.
- If you want to relate a new or existing company to the person, enter a name in the 'Company' field.
- If you want to create an opportunity that is related to this person, make sure the 'create an opportunity for this contact' box is checked and fill in the 'Opportunity Name' and other details.
- When you're done filling in the person, company and/or opportunity details, click 'convert.'
This is what the 'Leads' landing page looks like:
You can customize the Leads landing page to get more meaningful data from it. Let's explore each of these customization functions.
The dropdown menu in the upper right of the page lets you filter your list of leads for the ones most relevant to you right now. The funnel icon in the upper left lets you see a list of the filters that are currently applied. You can change the filters on either side.
The blue 'Add New' button lets you create a new lead record from scratch. If you click the downward arrow to the right of it, you can create a new lead or import existing leads into Copper.
The 'Search' bar in the green top banner lets you search all records in Copper from the 'Leads' list view. The smaller magnifying glass in the upper left corner of the list view searches only leads.
If you decide you don't want to work with leads, you can remove them from your account by following the steps below:
- Sign into your Copper account, and click 'Settings' from the left-hand menu.
- Click 'Lead Management' under 'Customize Copper.'
- Switch off the toggle in the 'Enable Leads' box:
Still have questions?
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