Soffront CRM has a focus on the end user, a philosophy we call “Salespersons ROI” this means that the focus on the benefit of using CRM should start with the end user, typically a salesperson or owner acting in salespersons role. Our observation is that the salesperson’s incentive to use their CRM should be immediately apparent, and if it is, then everything falls in line. Management can view reports, such as conversion reports, activity reports, forecasting reports, but if the data in those reports is missing or only partially input (usually input by the salespeople) then management won’t have the correct info to base accurate marketing decisions. Guiding Philosophy as illustrated by Manu Das, Soffront Software CRM and “Father of CRM”
There was a day in the not too distant past where a person actually owned the content that they were putting onto the internet. If you created a website, for example, everything that you placed onto that site – from audio clips to pictures to video files – was entirely your property. Google didn’t claim ownership of the content just because that was the way a visitor found the site in the first place.
Those days are long gone, however, with the rise of social media. Popular sites like Facebook make it very clear that they legally own any content uploaded to the site. Because fewer people are visiting traditional websites and more and more of them are using social media, this represents a huge issue for small businesses around the country.
Even though that picture that you uploaded to Facebook is of your storefront, for example, it still officially becomes Facebook’s property the moment the upload is finished.
More than that, Facebook and similar sites are forcing small business owners to purchase advertising in order to connect with their fans. All of these issues are compounding into a big problem for small business owners that don’t have a vast network of resources.
The solution to that issue, however, is one of the tried and true techniques that businesses relied on in the past: email marketing. Email marketing still has one of the greatest rates of return out of all direct marketing channels. The CMO Council has released a variety of different stats about email marketing in general – like the fact that it shows incredibly high engagement rates with up to 3.75 page views per visit. Additionally, millennials are estimated to touch their smartphones at least 43 times per day – email marketing is one of the best ways to reach that core target audience.
Not only that, but you maintain ownership of the content in question. Your business retains the ownership of the email list that you’re using, the content that you’re sending to members and the ways in which you’re connecting with your fans and audience. In return, you and your business are getting what you’ve always been after in the first place: direct sales.
Get serious about your Email Marketing with your free 14 day trial of Soffront CRM here
Businesses can leverage CRM (customer relationship management) software to maximize their time by marketing to contacts, nurturing leads into hot prospects, and keeping in touch with clients. Using CRM software means you can do these things automatically. Here are 4 best practices successful business use to increase their profit.
1) Scan business cards on your phone for automatic input into your contact & prospecting (CRM) database. How often do you collect business cards from BNI meetings or network events just to tie a rubber band around them, call once or twice and discard into a desk drawer? Instead use CRM software that makes automatic solicitation as easy as taking a selfie!
2) Capture the contact details of your website visitors as they input their data directly into your CRM database which in turn automatically emails them your best solicitation material. Watch your leads grow exponentially by offering a service, product or information that the visitor wants, have your CRM create what’s called a “squeeze page” which will allow access to that material after the prospect inputs their contact info on your website page.
3) Nurture your leads to grow TOMA –Top of Mind Awareness, which will put you into position to sell when they are ready to buy. Most leads aren’t ready to buy right away. Studies have shown that most of us think about buying a product or service long before we actually purchase it. To ensure you are on the prospects mind when they are ready to buy you need to be constantly reinforcing your brand. One of the ways, if not the best, to do this is to setup an email touch campaign where automatic emails are periodically touching the client educating them with your products and services and making certain they will recall your brand name.
4) Don’t let your sales process be whimsical, follow a process that works the best! CRM software can help you with high conversions by following a doctrine of self-imposed best practices. CRM software will facilitate best practices you’ve found to lead to highest conversions into your sales process. Setting up the sales process and tweaking it as needed should be very process oriented. Once the process is defined CRM would guide you through the process with reminders and accountability.
For a more in depth on how you can use CRM software to connect with clients read part 2 of this series. In part 2 I will explain the enormous time saving benefits of using CRM software to collaborate, share data and diagnose processes.
I’ve been doing marketing communications for over 20 years now. Typically, sales will use a CRM to manage leads and marketing communications will use an email program to send out an email blast or part of a regular interval campaign, often called a “drip” or something similar. While the goal is that marketing support sales and sales knows how marketing does that, because they are working with different programs, sometimes they don’t communicate as well as they could.
I saw this article in marketingprofs.com the other day and it speaks to that isolation that occurs on both sides feel sometimes.
I haven’t been with Soffront for very long, but as a long-time marketing person who’s had to navigate between CRMs and email programs, I found it a revelation to discover a CRM that did both and wondered why it hadn’t done before. Some programs say they do both, but if you ever had to struggle with making a CRM into a mass email program, let me tell you it’s not very fun.
Anyway, I hope this article is helpful and makes just one more marketing person think of sales and vice versa. We’re in this together!
Let’s face it; there is one challenge that a lot of small and medium sized businesses face and that is, the need to keep closing sales. As a business owner, working very hard to reach your set goals is given; but when all your hard work is not paying off you will need to ensure that you implement a strategy to help you meet your set goals. One way you can do this is through Sales Automation. Sales automation is simply placing your business’ sales processes in a format that does not require you to be physically present.
This may mean that you will write an awesome sales letter that will cause your target market to want to purchase your product(s) and or service(s) without the need to meet you face to face. This could also mean putting up a website and an email system designed to reach out to your prospective customers/clients and makes your offer compelling enough to make them want to patronize your business.
You may be thinking “Nah, selling my products will require face-to-face interaction; so, I’ll pass on the sales automation process thank you very much.”
Okay, here’s the thing – you only have 24 hours in one day! You cannot meet your entire targeted prospects personally; some people might be too busy to see you. So, if the success of your company still remains solidly tied to being able to shake hands with each prospect; we hate to break it to you, but you will be limiting your future earning severely.
Rather than being the stumbling-block to the success of your company, it is better to find a way to effectively package what you are offering so that you can automate your sales process. When you do this, you will be able to dream of having a bigger and better cash flow. It is important that you learn to use sales automation tools such as opt-in pages, email templates, document management, lead management and sales forecasting to boost your closing percentage. To really boost your business exponentially, you should look into sales automation software, also known as CRM (customer Relationship Management) software. As soon as you successfully automate part or all of your business’ sales processes, you will notice that your closing ratio and your bottom line will receive a significant boost.
You love winning, you take risks and are used to getting what you want. But, how do you know your team is a winning team?
5 Signs of an extraordinary team:
- Go-getters: The team likes to win, they compete. They like to keep track of each other’s achievements and outperform each other every day.
- Team Players: Winners work great as individuals but also are great team players. Individuals working together are unbeatable. They get to know each other well, recognize strengths and work in sync to complement each other.
- Mentors: They work with coaches to know their natural inclinations, strengths and work to pair well with other team players through various assessments.
- Detailed oriented: The winning team goes deeper and thoroughly researches upcoming projects.
- The will to succeed: An extraordinary team has the will to succeed and the patience to put in the effort to reach the goal.
How do you know that they are winning? The key is in using tools and methods which allows the winning team to be a winner, one time and every time!
Good Customer Relationship Management software helps the winning team by providing detailed, real time performance reports. Simple steps are tracked with drillable data and then graphically illustrated. Success is monitored and rated in a few seconds.
A CRM tool allows them to know what the fellow team member is working on and keep the competitive edge current.
The right information in the hands of the right people can do wonders. A CRM does that quickly and efficiently. Combining data on past and present customers and prospects with information taken from the sales pipeline and forecasting tools helps to strategize a victory for the team and the organization.
Cold calling has been a great tool since the telephone was invented. It has many great advantages.
The biggest advantage is that you are likely to find people who are not already in the market for your products and services. So, you beat the competition. You get a head start. You understand their current needs and challenges. You become a consultant. You start to build trust early. That is a huge advantage!
For certain businesses, cold calling is still the most efficient way to win new business. For example, if you are elephant hunting and you know the businesses to call, cold calling will probably bring the best results.
What if you are trying to sell small ticket items? What if you are trying to sell to a large population? Then cold calling may not be the most cost effective way to get new customers.
Here are other ways you can be successful:
Setup opt-in pages on your website. Invite people to subscribe to your blogs, and daily or weekly tips. People love freebies. Offer something free to encourage them to sign up. For example, offer a free healthy habit or offer a healthy recipe if you are catering to health conscious audience.
Do the same in your social media sites.
As people sign up to receive tips related to your products and services, you’re building up a database of contacts. You need to turn this database into a database of relationships. How do you do that? You do it by keeping in touch with them on a regular basis.
If you have thousands of contacts, how do you keep in touch with them on regular basis via multiple channels such as social media, SMS, email and direct mail? You need automation tools that will release you from manually nurturing relationships so you can focus on bigger and better things for your business.