Small Business CRM | 10 Keys to Success

10 Keys to: Josh BeanSmall Marketing Mechanic at Future Simple josh@futuresimple.comBusinessCRM

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The simple CRMFor small businesses

ExcelCRM = / Spreadsheet

What is a CRM? 1

What is a CRM?Customer Relationship Management (CRM) is abusiness strategy used to manage relationshipswith customers, clients and sales prospects.Often times, technology is used to automate andsynchronize the CRM process

How does a CRM work? 2

How does a CRM work?A CRM is a computer based system thatbusinesses use to track sales as they movethrough the sales funnel.Keeping details of your customer’s actions willallow you to know who is buying what and whoshould be targeted in future marketing and salescampaigns.

How do small businessesbenefit from a CRM? 3

How do small businessesbenefit from a CRM?Small business owners understand the value oftime. A cloud-based CRM can automate andenhance the sales process turning leads intosales and prospects into customers.Automated systems mean you will have more timeto work on what matters to you the most.When all of your information is in one place youare able to analyze and develop new strategies togrow your business.

Where should small businesses 4start?

Where should small businessesstart?While most small business owners think it is ok tostart by using an excel spreadsheet to track sales,they will quickly learn that it is not enough.There are several free and low-cost CRM solutionsthat have pricing plans that grow with yourbusiness.

Key features of a CRM? 5

Key features of a CRM?A CRM should: •Track your sales •Manage your contacts •Analyze why deals are won and lost •Provide mobile for your phone •Automated interface for your sales teamMost importantly, your CRM should make youmore efﬁcient and provide better service to yourcustomers

Key features of a CRM?A CRM shouldn’t juststore your information-it should present it to youin a way thats easy totake action upon it.

Key features of a CRM?A CRM shouldn’t juststore your information-it should present it to youin a way that’s easy totake action upon it.

What is a sales pipeline? 6

What is a sales pipeline?A sales pipeline is a visual framework thatillustrates the amount of business your companytries to win over a period of time. You can picture asales pipeline as a funnel with multiple stages.A pipeline helps you better understand yourcompany sales and helps you make informeddecisions that will improve your sales process andgrow your business.

What is a sales pipeline? stagesIncoming Qualiﬁed Quote Closure Won/LostIncomingAll leads should be entered into this ﬁrst stage ofyour pipeline. Connecting your “contact us” pageto a CRM can help you automatically enter leadsinto your pipeline.

What is a sales pipeline? stagesIncoming Qualified Quote Closure Won/LostQualifiedAny lead in your Incoming stage that is qualified(a good fit for your business) is moved into thissecond pipeline stage. Leads in the qualifiedstage are ones that you’ve decided to follow upon. If you’ve decided that a particular lead in yourIncoming stage is not a good fit for your business,move it to the ‘Unqualified’ stage.QuoteAfter a successful follow-up, a lead moves from the Qualified stage to the

What is a sales pipeline? stagesIncoming Qualified Quote Closure Won/LostQuoteAfter a successful follow-up, a lead moves fromthe Qualified stage to the Quote stage for pricequoting.QuoteAfter a successful follow-up, a lead moves from the Qualified stage to theQuote stage for price quoting.

What is a sales pipeline? stagesIncoming Qualified Quote Closure Won/LostClosureThis is the last active sales pipeline stage. Thisstage is where final details of your deal will besorted out and negotiations will usually take place.QuoteAfter a successful follow-up, a lead moves from the Qualified stage to theQuote stage for price quoting.

What is a sales pipeline? stagesIncoming Qualiﬁed Quote Closure Won/LostWon/LostLast but not least, a deal that’s won moves to‘Won’, while one that’s lost moves to ‘Lost’ QuoteAfter a successful follow-up, a lead moves from the Qualiﬁed stage to theQuote stage for price quoting.

Social Media and CRMs 7

Social Media and CRMsSmall businesses no longer rely on just email tocontact their customers. In the age of social mediathere is an active conversation on Twitter,Facebook and LinkedIn.Modern CRMs should help you track your client’sactivity in social media and interact with them. Themore you know about your customer the easier itwill be to work with them.

Data security and CRMs 8

Data security and CRMsYour leads and client lists are your businessesmost valuable assets. You shouldn’t trust anyonewith your data.A CRM should use bank level security to protectyour data. You must also make sure that your datais stored in a secure encrypted server.

Mobile access to CRM 9

Mobile access to CRM The sales process has moved from the office to the field. It is no longer reasonable to expect to make sales without leaving the office. Mobile sales people demand mobile access to their CRM. There are CRMs that have integrated mobile platforms that are seamlessly synced to your online CRM account.

Challenges of implementing a CRM 10

Challenges of implementing a CRM Implementing a CRM can be a challenging task for small businesses. These headaches can be avoided by selecting a powerful yet simple CRM. If your sales team does not adopt the software you are wasting your time and money implementing the program.

Remember...

Remember... CRM

Remember... CRM = /

Remember... CRM = / Excel Spreadsheet

Use a free simple CRM tool to grow your business

Want to contact me? Josh Bean Future Simple josh@futuresimple.com

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Small Business CRM | 10 Keys to Success

by Future Simple on Dec 14, 2011

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Small Business CRM | 10 Keys to Success — Presentation Transcript