Monday, December 21, 2009
How do you determine if your company is ready to invest in a CRM project? CRM is a major undertaking. In order for your CRM project to be successful, you must be well prepared. Before your company kicks off a major CRM initiative, you'll need to do some research.
CRM software combines knowledge, people, technologies and processes to improve the way employees at all levels access and manage customer information, and interact with current customers and prospects. It helps promote a consistent company message which will improve your relationship with your customers and prospects. Finding the right one for your company requires a little research.
A CRM software will automate and enhance your key marketing, sales and service operations - not change them completely. Appoint a project manager to head the project from start to finish. You will need a lead on the CRM project in order for your CRM initiative to go as smoothly as you would like.
Make sure the CRM product you choose is user-friendly. Even if your exective team is ready for CRM, that doesn't necessarily mean that other employees are. Some CRM solutions can be customized also. Take that into factor if you have special requirements.
Get everyone on the same page before you begin your CRM initiative. Show end users the benefits of CRM software and help them understand how CRM will enable them to perform more effectively. This will encourage them to embrace the idea of CRM software.
Monday, December 14, 2009
All salespeople need to do prospecting, but few make the time to follow through and do it. Being good at prospecting is part skill, and even larger part effort. Without a sincere and dedicated effort and a good CRM tool in place it will not be successful.
There are som very simple ways to generate leads quickly with CRM. Ask clients to introduce, not refer you to another colleague who can use your services. This builds instant credibility and will make the prospect more willing to hear what you do. The rapport building stage has already been set when this takes place. Use your CRM tool to keep track of these prospects.
If your product intertwines with that of another company, let them the prospect know. You can share contacts via CRM because your products help one another, they don't compete. You can even have a partnered workshop where you can cross market to one another's databases.
Revive old leads with your CRM system - new buyers could be in place, budgets increased and that tough decision maker may finally be ready to buy. Never give up on a prospect.
Generate some type of activity, free giveaway, or idea that will keep them asking for more. A free teleseminar, free cd offer, or a sales tip of the day are just a few ideas. Use your CRM solution to track this information to see its effectiveness.
By utilizing these methods, in combination with your other prospecting approaches and CRM software, you should never have a dry pipeline. Remember, you should never stop coming up with new ways to find business. Prospecting is a critical component to your sales success. If you don't put the effort in, the results will be obvious.