Selling to a household

In this video, you will follow a simple business-to-consumer (B2C) sale in which a sales representative connects contacts in a household.

In this example you will review a Business-to-Consumer (or B2C) sale, in which our Sales Rep, Terry Mason will connect contacts in a household.

Ralph and Lynne, who just got married, are shopping for life insurance. They have both had insurance with different companies, so they decided to compare rates with each. They open the website for Terry's company, and then click the link requesting support.

Lynne calls the number displayed on the web page, and the agent who responds suggests they use a co-browse session.

With co-browsing, the agent can help Ralph and Lynne fill out an information form.

When the co-browse session is over, the agent initiates a lead, which is routed to Terry.

Since Lynne is already a customer, Terry has her number in his contacts list. Terry calls Lynne and learns that she recently married.

When the phone call ends, Terry logs the call and creates a task that will remind him to set up a meeting.

Lynne also gave Terry her new address. Terry opens Lynne's contact record to make the update, and then adds a contact record for Ralph.

Terry then creates a household and adds both Ralph and Lynne.

Terry creates an appointment to meet with Lynne and Ralph.

Terry meets with Ralph and Lynne, and provides them with information on both term and whole life policies.

Ralph and Lynn mention they have another offer to consider as well. They want to evaluate all their options and will call by the end of the week with their decision.

Terry is sure the deal he offered will appeal to Ralph and Lynne so the lead is converted to an opportunity.

Terry adds the name of the competitor to the opportunity.

When Terry returns to his dashboard, he notices that he has had a lot of competition from that agency, recently. Although he feels he provided a good offer, he will be monitoring his rates to ensure they remain competitive.