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Your Customer Relationship Management (CRM) is a gold mine that you have in your hands! It can always give you something more to think about your customer, a new prospect to speak to or follow up with, and something to make your sales pitch better. You can actually open your CRM whenever you feel the need for a coffee, and it might give you the same boost your cuppa coffee gives you. Our tip: Do both together and notice the energy it gives you.
It is however really important how you use your CRM to make it do wonders for you. Here are 3 best practices to make the most of your CRM.
A CRM system gives you the knowledge of who your customers are, where they belong, and what they need, by telling you what products or services they’re interested in, which in turn gives you deeper insights into the problem statements they might be facing, and accordingly personalize & make your sales pitch more need-based.
This however is only possible once good data is collected on CRM systems. It is extremely important that sales professionals try to capture every nuance of information they get by speaking to or meeting or researching a customer to make sure it returns the same value back when you need it the most. There are various sales automation tools that can also come to your advantage here.
A CRM is the “key to future deals” and should be a part of every day’s to-dos. Whether you put more data in it or mine it more, you will see both making a lot of impact on your daily sales reports.
CRMs give you huge power to make groups of your customers in a way that you can tailor your sales pitches & material and also prioritize setting meetings with those who have a higher propensity for conversion.
You can use your CRM to segment your customers into logical groupings which could be basis their company size, work locations, employee strength, what kind of product need or problem statement they have indicated, etc. This will not just help you ensure that you identify the prospects who will best benefit from your product or service but also makes sure you prioritize all your leads in an order where your conversions can be faster & better.
Some CRMs and sales technologies also help you assign a propensity score to a lead basis of the parameters & weightage you want to assign. Using this as a tool really works to your advantage when your lead inflow is high and you need to prioritize the best ones faster.
CRMs keep track of every call or meeting you had with the customer, over a period of time. This provides you with very specific details on how many meetings you have had with the customer. And how long it has been since you had the last meeting. When you match this data with the prospect propensity score, you can make sure you don’t lose or miss keeping in touch with any prospect who had a good potential to convert over a period of time.
Your customers will look forward to how you engage with them over a period of time. And how you keep updating them with the product updates & your offers regularly. Hence staying connected and engaging with them regularly is really important and always improves the chances of conversion.
In a world filled with data, it’s surprising how few companies & sales professionals focus on making use of it to their best advantage. A CRM system not only gives you access to all your customers’ information. But it makes your prospects convert to opportunities and deals much faster than you can imagine. Try spending your coffee time with your CRM and see the difference yourself. Good luck & wish you a lot of happy conversions today! 3 ways to boost your CRM.
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