First off, before I have a little rant… 🙂 What is a CRM?
A CRM or a Customer Relationship Management system enables small businesses owners to tackle operational challenges by organizing their business all in one place. These systems have evolved over the years, integrating into helping clients not only manage clients, but help with sales, marketing, and even the support functionalities of a business.
The little rant..
90% of my day is spent working with small & medium size businesses owners or sales/marketing leaders, and it seems like I have a conversation with someone regarding CRM’s on a daily basis.
Do I really need a CRM?
I’ve never used one, why start now?
My team wouldn’t want to use one.
Which one should I use?
The list goes on and on…
First off, let’s get one thing clear: If you’re in the business of getting leads and trying to sell products, then you 100%, without a doubt, need a CRM. If you don’t have a CRM, you’re putting a huge obstacle in front of yourself and quite frankly, not giving your team the tools they need to succeed.
Not having a CRM would be like me trying to write a book without a computer. I mean, I could write it by hand, but why the crap would I want to do that? It’s not organized. It would take twice as long and I’d never be able to keep up with where I left off.
Hopefully by now I’ve made my point clear, but in case I haven’t, check out this list below.
6 Reasons Your Small Business Needs A CRM
1. A CRM Will Help Keep Your Team On The Same Page
A CRM is a place for you and your team to collaborate on clients. It’s a place to add notes, steps, log calls and see everything that has happened with a contact.
Business-wise, it just makes sense. If your salesperson leaves, how do you ensure that you can pick up right where they left off? Managing leads and prospects in general is a huge investment for a company and needs to be treated like it.
I even keep personal items logged for clients so I remember the next time I talk to them that they were sick or just went on vacation. This allows me to build, report, and remember things that I would otherwise forget.
2. A CRM Will Keep You From Looking Dumb
Have you ever talked to a client about a specific product or service, then they call back a week later and say something along the lines of “I’m ready to sign up for that plan now.” hmmmm what plan?
By logging all the information under each contact, you’re going to be able to remember exactly what you offered them and what the client’s needs are.
3. Know What The Next Steps Are
In your CRM, you will be able to create a task for yourself regarding the next step in closing the deal with a lead. Whether that is to call on a specific date or a reminder to email a quote the next day. You can also task other team members to do things in order to make sure they get it done.
I’ve seen many companies try to keep up with this on a spreadsheet, and it’s sloopy and very difficult to keep up with.
By creating the tasks, or next steps, you have a clear plan of what you should do next and don’t have to remember off the top of your head to call someone.
If you don’t have a next step, then you really don’t have a future with that client.
One of my favorite CRM’s, Pipedrive, actually shows you colors over each lead to indicate that you have a task scheduled for today or in the future. It also shows you if you don’t have anything planned or if it’s late.
I recommend Pipedrive to anyone just getting started. It’s cheap and very robust.
4. Organizes Your Metrics
Do you ever wonder how long it normally takes for you to close a deal, or where all your leads are coming from, or perhaps how many clients you lost this month?
A CRM will help you organize all your data and make better decisions for your business that can make huge improvements to your profits.
It will help you to formulate a clear idea on where your path needs to go and where it does not (which we all know is very important).
What did Suhail Doshi once say?… Oh yes: “Most of the world will make decisions by either guessing or using their gut. They will be either lucky or wrong.”
5. Helps You In Other Parts Of Your business.
CRM’s can be incredibly robust and include a TON of things that go way further than helping with sales or marketing or simply keeping up with clients.
For instance, my friends over at Ontraport, whom I’ve worked with on many projects, have TONs of amazing features. They handle Marketing Automation, Sales Automation, Landing Pages, Affiliate Marketing, Emailing and so much more.
** They don’t publish it, but mention my name and ask about their secret $149 package for individuals just getting started. 🙂
Infusionsoft is another amazing platform that has a lot of great features including Marketing & Sales automation, collecting payments, analytics and a ton more.
6. Help Find & Replicate the Best Practices
You will undoubtedly have some ideas about how you want to engage with your customers. You will probably want to ensure that you are delivering a consistent high-quality customer experience.
CRM systems can be used to embed your best sales or customer service processes that will guide your people through every customer interaction. Templates can be created and used to guide your people through complex processes. Workflow automations can be used to automate activities to ensure the best practices are followed while reducing the administrative overhead of managing the CRM.
Why Does Your Business Need a CRM ?
Your business needs a CRM to become more efficient, organize your data and be able to constantly keep track and improve your business operations. You need a CRM to look into your future and predict the revenue for the next month. You need a CRM to mitigate the risk of turnover and most importantly to empower your team’s success.
Let us know below what CRM’s you are using and feel free to ask any questions regarding CRMs!