From “Prospect” to “Customer” – Using Airtable

One big complaint I have with most software solutions is that they cater to such a specific niche, it’s often difficult to get them to work for your needs. In fact, I think this is the very reason that so many businesses continue to use Excel or Google Sheets – those platforms are highly customizable and can be adjusted to practically any situation. But, if we’re being honest, at some point most businesses outgrow them and start to view them as “clunky.”

Take a sales pipeline as an example. 

I’m currently having my yard redone (new sprinklers and sod, along with some minor landscaping) and I’ve been meeting with many sales people over the past few weeks as a consequence. They all have a similar model to their pipeline:

  1. I reach out to them to get more info. They schedule a free consultation where they come out to my house, take measurements, understand the scope of the project, and then offer me an estimate/proposal. 
  2. I pick from the proposals before me. 
  3. Some of these companies earn my business, some of them do not. For those that do, I move from “prospect” to “customer” and they need to move me through their business operations in order to deliver as promised.

All of this information might be difficult to manage. I’ve known many businesses to have multiple software solutions working with this same data.

For example: maybe they have one software that manages their prospects and a second software that manages their clients.

That’s a fine solution for a large business, but for the average small business with under ten employees, it makes little sense. Instead, why not have a system that manages all of that data in one place?

As you can see, this is an easily customized example. What steps might you alter to make it perfectly fit your business?

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