Posted on Leave a comment

How Do I Choose The Right CRM: 5 Non-Negotiables

With so many CRMs on the market today, choosing the right one for your business is an overwhelming task, especially when you don’t have a clue what to look for.

Before you flip heads or tails or take Barbara’s advice on the latest and greatest CRM, take 5 minutes to read this article.

You’ll be glad that you did because it could mean the difference between scaling your business or maintaining status quo.

The right CRM will help you determine who will buy and when, reducing the anxiety and uncertainty of selling. The last thing you want to do is pick a CRM you don’t use or feel trapped in. Avoid the frustrations and expense of choosing the wrong CRM by making sure it meet my 5 non-negotiable conditions.

 1: Review the customer support plan

Purchasing a CRM is a long-term commitment. All the time and effort you put into learning and entering precious customer data takes work so face it; you’re basically putting a ring on it. Should something go wrong with your CRM, who would you contact and how would it be resolved? Some people are perfectly fine with training videos and FAQ blogs. Whatever level of support you’re good with, know what it is and be prepared to walk away from a CRM that doesn’t provide the support you need.

2: Integration capability

 Not every CRM that looks good is good for you! No matter how robust a CRM is, if it doesn’t integrate with other programs run; run fast and don’t look back. CRMs that don’t play nicely with other programs limit your ability to coordinate data with systems you currently use or want to use in the future.  Look for CRMs that can integrate with calendars, email, project management software and Zapier.

3: Mobility

We live in a fast-pace world that requires us to have access to client information while in the field. Some assume all cloud base CRMs have this capability, but you never know. Some systems require that you have a specific web browser, are not mobile responsive, etc. I know it sounds crazy, but you don’t want any surprises so just check to be sure.

 4: Look for a CRM That will scale with your business

If you’re investing in a CRM, find one that can scale with your business. I know entrepreneurs who settle for anything cheap out of convenience then grow increasingly frustrated when they have find something different. There’s a lot of time invested in learning and customizing CRM. Switching to a new system can feel as torturous as getting a divorce!  No matter your budget think long term and take time to date a few CRMs before making the commitment. 

5: Contact management features

If you believe that data entry is a time suck then this tip is definitely for you. Data entry and time spent searching for administrative “stuff ” doesn’t add direct value to your business. It’s not a profitable way to spend your time so if disorganization is slowing down your productivity, look for CRMs with features like card scanner, email tracking, follow-up and  reminders. Investing in a CRM that has at least three contact management features will help you organize your business, increase consistency and be more productive.  It’ll reduce distractions so you can work on the projects that matter.

Still need clarity? Schedule a free strategy call.

Posted on Leave a comment

What is Customer Relationship Management CRM?

When I started my business, I didn’t know anything about anything. All I knew was that networking was essential to my business success (Not that I knew how to network, but that’s a different story). So I hit up all the free networking events I could. It wasn’t long before I accumulated business cards and had to figure out what to do them.

As the business cards grew, I thought, “Wouldn’t it be great if there was an electronic program I could use to help me sort and track my connections? A program that could help me track sales or something to remind me when to follow up and stay organized?”

As it turns out, there is such a system. It’s called a CRM

CRM is an acronym for Customer Relationship Management. It’s a series of systems companies use to manage their business relationships. These systems are bundled together in one software for your convenience.

Think of your local cable company. They have a series of systems that they bundle together for your entertainment needs. They combine internet, cable and telephone services into one plan for your convenience.

CRMs operate in similar way as they combine multiple systems and house them on 1 platform to help manage your business relationships. Each system is made up of different functions for easier relationship management.

So what systems make up a CRM?

There are four main systems to a CRM. Some software platforms have features from all four, while others have features from two or three systems.   Functions from at least two systems are considered CRMs. I’ll list and briefly explain the four systems.

Contact Management:

Are you looking for a program to track conversations and connections? Do you need software that segments clients, import contacts and delivers newsletters to your people? Contact management systems automate data entry, appointment scheduling, and organize your contacts to deliver personalized communications to your clients. If you’re relationship focused, look for a CRM that specializes in contact management.  These CRMs are usually the least expensive in price.

Conversational Management:

Do you have a team heavily involved with the sales process?  Do you make decisions about clients as a team and need a system that includes an area to house group conversations? A conversation management CRM will include features that create transparency for your team.

Sales and Leads

Are you focused on sales goals? Do you need a way to track sales conversions and pipelines? Project management tools, lead scoring, and close rates are all features you’ll need to meet your goals. Sales and Leads CRMs are great for increasing sales by delivering data analysis and automating your sales process.

Marketing Automation:

Are you focused on sales funnels and email marketing? Maybe you need landing pages and opt-in widgets? Marketing automation CRMs are the most expensive and robust. They are great for increasing your online presence.

CRMs have been around since the 70s and companies use them to scale their business by increasing productivity, streamlining sales, improving client retention, etc. The -ways in which  a CRM can improve business are plentiful. In fact, those who successfully implement a CRM see revenue increases between 16%-1,000% (smallbizcrm)

No matter where you are in your business, using a CRM will drastically improve your business, saving time and increasing revenue.

THANKS FOR READING MY BLOG!
Are you looking for ways to stay top of mind?
Contact Us to discuss your CRM needs!
Or check us out on Facebook at TamaraBurkett

 

Posted on 4 Comments

Customer Loyalty: What Do Your Customers Really Care About?


Do you know what your customers value the most about your product/service?  Many business owners assume it’s quality, great customer service, or price.

But if you were to ask current clients, their answers may surprise you. Sometimes personal concerns play an important role in buyer’s choices.

Recognizing the full range of both rational and emotional factors behind client purchases and tailoring your communications accordingly, is just as essential to client retention as it is to gaining new clients.

Today’s criteria of  affordability, met expectations, and great service is standard for doing business.

Savvy BOSS LADIES include surveys in their customer support process to know what clients value.

How well are you retaining your clients?

Many entrepreneurs assume 50% client retention rate is great. It’s a good start but you should want more customers to stick around.  Keeping as many clients as possible reduces the time and resources it takes to gain new customers.  An ideal client retention rate of 80% is a target you should aim for.

If you’re not at the 80% mark, focusing your attention on keeping customers would be the easiest and smartest way to grow your business.

Are you nurturing your clients as prospects?

Now tell me this: Who is more likely to purchase high ticket offers—new buyers or existing buyers?

That’s a no-brainer.

If you see your existing buyers also as prospective buyers, and include them to the maximum degree, you will significantly improve the percentage of new business that results.

We often miss this clear and simple, direct route to improving our businesses because we don’t see existing buyers as prospective buyers, only as “past” buyers.

This is absurd and risky.

Making sure clustomers are aware of all the services we provide opens the door for new business. Addressing their individual values such as personal growth, reduced anxiety, and reputation solidifies customer loyalty.

THANKS FOR READING MY BLOG!
Are you looking for ways to stay top of mind?
Contact Us to discuss your client retention blueprint!
Or check us out on Facebook at TamaraBurkett