Is it worth the time, trouble and expense of having and using a CRM (Customer Relationship Management) system?
The answer is that, yes, it is.
In my experience, it is a challenge to keep track of details and information when you are marketing and selling, as the information escalates exponentially. You end up with lists or a spreadsheet full of dozens, hundreds or even thousands of people.
If you are busy and the sales leads are coming in, you need to keep track of current sales opportunities. At the same time, it is important not to ignore dormant customers and your future sales pipeline.
For example, you may ask yourself: Who else is involved in making this decision? What did they tell me six months ago? Are they on LinkedIn? Is there a direct dial telephone number for this person?
The best CRM for your enterprise is the one that you actually use.
All too often, the software can be difficult to setup and too complicated to use on a day to day basis.
Have it open at all times. Record details as you receive them*.
In an interconnected age, choose a CRM that integrates with other software applications that you use.
Once I have sent a proposal by Gmail, with one click I can add that person into Capsule. When I look at their profile in Capsule, it shows me the email and the PDF proposal – which I can open with one click. I can then add this opportunity to my sales pipeline, which means that I won’t forget about it.
* Please bear the GDPR legislation in mind when you record and store data.