How Do You Know Your Business Needs CRM?

"I just need a Simple CRM"

CRM systems are no longer an option, they’re a necessity. Customer Relationship Management systems are now used by businesses of all scales and sizes. How do you know you need one? It’s simple, just ask yourself: Are you selling services or products? If your answer is yes, then you definitely need a CRM software. If you’re still not convinced, here’s why else you need a reliable CRM system:

You’re losing precious data

When you don’t have a CRM system you’re bound to store data in emails, Excel spreadsheets, paper files, and notes. The worst thing is that all that pieces of information are scattered, and as such they become meaningless because you can’t have them all at once when you need them the most. The process of storing customer data becomes laborious and even impossible.

You’re having communication problems

When you don’t have a centralized data system available to all your employees in real time, it’s difficult to communicate and pass on important information and decisions as they happen. The communication gets delayed and the results of that are missed opportunities and clients gone elsewhere.

Your sales team isn’t doing much

If you feel like your sales team isn’t making any progress despite their best efforts, then you know you desperately need a CRM system. Today, there are so many things you can find out about your potential customers that can help you transform your business into something more prosperous. The key lies in managing and using your data more efficiently.

Leads turning cold

When your once hot leads start to turn cold and there’s nothing you can to do reverse that, again, you know you need to get a CRM system. Sure, there will always be leads who turn cold for no apparent reason, that’s not the point. The point is that in the majority of cases you lack the knowledge that would make them change their mind. You lack the details about your customer behavior and their habits that you could use in your advantage.

You lack data access at all times

When your sales people are gathering information about the customers, if they’re storing it on their own laptops or even papers, you don’t really get to see that information right away. Plus, with a CRM it’s easier to keep everyone updated on all the changes and new data entries. The ability to access your data at any time can significantly improve the quality of your work.

The Importance of Following Up with Sales Leads

AddressTwo, The Simple CRM, has
built-in follow up plans using smart tech.
to make sure your best opportunities are
never forgotten...

Leads won’t be of any value to you if you let them slip away. Generating sales leads is not done when

you’ve accumulated a number of leads. You’re only halfway through. But don’t take my word for it.

Did you know that up to 79% of leads never convert into sales? Why? Because brands and companies don’t nurture their leads.

When everything's going great, business owners get too comfortable thinking they are invincible. And then after a while, everything stops. All those leads start drying up, and before you know it you’re back to square one.

When you follow up on your leads (no matter how hot or cold) you’re making sure that:

You’re increasing your chances for conversion and repeat buying

You’re improving your ROI

You’re building a rapport with your audience

You stay top of mind -- if people don’t hear from you long enough they may forget about you

You keep your leads updated

Failing to follow up on your leads will turn them cold, and with today’s competition it won’t be long until they’ve replaced you with someone else. Not necessarily because they are better than you, but because they were persistent enough.

Looking for more great ways to Follow-Up?  Check out our blogs on Sales Tips.

Sales Debriefing

Let's face it, as small business owners you have to be a 'sales person' whether you want to be or not. While you would rather be focusing on the bigger picture, if you want to be successful you need to engage in sales conversations on a regular basis. So, how did your last sales call go? Did you make the sale? Why, or why not?

Taking the time to debrief after a call can help you do a much better job the next time. So, what types of questions should you be asking?

• How did the prospect react to the information provided - People process information in several different ways; some need to ask a lot of questions, others just want the top line summary. Some prospects need visual examples, others need a hands on experience to fully grasp your offering/product. So, did you adjust the call to their style, or did you simply run through the same presentation as you always do?
• What was the mutually agreed "yes" - Was everyone clear on the purpose of the call? Too often people pick up the phone or drop by to chat, and at the end of the day they say goodbye with no clear next step. While it is helpful to keep your name in front of people, going into a call with a plan will help you move toward a desired outcome. Making sure the other person knows the outcome options on the front end helps as well. If you are hoping to get an invitation for an office visit, did your prospect know that at the beginning of the conversation?
• Did you provide a USP? - Be different. All businesses must have a Unique Selling Point. If you do not stand out from the crowd, why should a prospect choose you? Make sure to send a clear message as to what you offer that others do not. Focus more on what makes you unique, as opposed to simply what you do.
• What pain indicator made you relevant - Did you take the time to find out what they really needed? Or do you have a one size fits all solution you are trying to shove at every prospect, regardless of what they need? If you are unable to empathize or relate to your prospect, they will not see the relevance of you or your company.
• What is their budget? - This is a tough one. Most people don't like to talk about money, but it is important to get this on the table early in the sales process. Do they have the funds? Is this something they are willing to invest in? You don't have to nail them down to an exact amount in the first conversation, but you should have an idea if you are playing in the same ball park.
• What happens next? - After you hang up the phone, is there a clear next step? If not, review the list of other questions. Do a better job of getting these answers and the next steps will be obvious.

About the Author:

As Creative Director or Roundpeg, Lorraine Ball is typically at the center of the managed chaos that keeps this agency on it's toes. With more than thirty years as a marketing professional (lie, tell her she doesn’t look that old) Lorraine is a native New Yorker, and a Hoosier by choice, committed to fostering growth and entrepreneurship in her adopted city. 

When not at Roundpeg, Lorraine can be found sharing what she knows in seminars and presentations around the country. She has a BA from Queens College, City University of NY, and an MBA from the University of Texas at Dallas.

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