http://www.salesnexus.com - 5th in our Sales Growth Webinar Series. How to win customers, maximize revenue per customer and keep customers longer by building a 360 degree view of your customer using CRM, customer relationship management, with online CRM
When a doctor is trying to figure out if or where a patient hurts and what the problem is, he or she will try to look for different symptoms. There will be different measurements taken and different questions asked. And based on the answers and data back, the doctor will have a good idea of what the pain is and what the underlying problems are.We can do the same thing to improve our ability to find pain that our prospects are experiencing.Here are six pain symptoms to look for:Something not working wellSomething could be working betterThings are time consumingErrors are being madeHigh costs Low revenueWe will go through these one at a time looking at an example of each. And as we go through each of these, don’t worry about memorizing each pain symptom so that you remember each and have a check list to go through when talking with prospects on a cold call. This is merely an exercise to show you that pain can show up in a lot of different ways and you can use these symptoms to help you to figure out what questions you can ask your typical prospects.
360 degree view of customer relationships for business growth
Welcome!Be sure to join the audio portion of the meeting. See Audio in the GotoWebinar control panel. Ask questions by typing questions in the Questions area of the GotoWebinar control panel. 360 degree View of the Customer Relationship for Business Growth
Your Hosts:Craig Klein, CEO, SalesNexus.com 18 years as a sales executive. Hiring, training sales people. Developing lead generation and business development campaigns.Forest Cassidy, CEO, LeadFerret.com Millions of B2B contacts with emails, FREE
Access to Proposals“I received a proposalfrom Steve yesterday.I’d like to place the orderbut, had a question aboutthe proposal…”Where is Steve?How long will she waitbefore she calls thecompetition?
Maximize Revenue per CustomerKnow the customer’s needs By industry, role, income, etc.Tailored offerings for specific sets of needsCross Sell, Upsell
Cross Sell, Upsell• List of customers by product purchased• Filter list by documented needs• Reach out affordably with specific offersPoll #3 – Is it easier to retrieve list of customers bypurchase or develop the specific offer?
Poll # 1What is most important in buildingloyalty?
What damages trust?Say one thing and do another!Marketing and sales say one thingCustomer experience doesn’t match
Build Loyalty and Trust• Live up to your commitments• Who made what commitment? Fast and accurate information
Win New Customers = Service & Responsiveness Can’t act without informationMaximize Revenue per Customer = Cross Sell, Upsell Can’t target without informationKeep Customers Longer = Build Trust Can’t be consistent without knowing commitments
Low Cost Ideas!• Auto copy all emails to a searchable mailbox• Store proposals/quotes in a Cloud drive
Low Cost Ideas!• Put commitments in writing and review with new customers.• Builds trust!
CRM = $$$$ ?• More customers, more revenue per customer, longer relationships.
Do I need accounts for my entire team?!Some users can share logons• Accounting• Production• Administrative
Do I need to develop custom solutions andintegrations?1. Start simple and build2. Leverage existing technologies3. Weekly or Monthly updates from Accounting are normally more than enough.
Win more customersMaximize revenue per customerKeep customers longerPoll # 4 – how long do you think it will take your teamto implement a 360 degree view of the customer?
In-depth SalesScripter Training Feb 20th• Pain• Qualifying• Voice mail scripts• Follow up emails• Much more!• SalesScripter www.salesscripter.com
Join us next Wednesday! “The 4 Pillars of Effective Sales Messaging”February 20th at 4pm ETRegister here - SalesNexus.com/resources/webinars
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