There are a lot of ways you can manage your leads. CRMs are the best and most effective way to do so. If you use them properly.
What is a CRM?
Simply put, a CRM – Customer Relationship Management – tool allows you to track and follow-up with your leads and customers in a more efficient way. Perhaps you are currently using a spreadsheet or pen and paper. Is your office wall covered in post-it notes with your most promising leads and priority tasks? Don’t get me wrong, I love post-its, my wall is covered in them, but these are my long-term goals, dream projects, etc. My priority items, are all digitally stored, so that I can get pings, dings, emails, alerts and whatever other automated reminders I need to keep me on task. This is the way I operate my daily activities AND my leads.
Why do I need one?
Maybe you just have a handful, so few that you remember every conversation in perfect detail. What happens when 10 become 20, or 200, or 2000? You need a system in place that works just as efficiently for a few leads as it does for thousands. Why? Because your business is going to grow. That’s what you want isn’t it? So be prepared for that growth.
What to do with your leads once you have them
Most people follow-up with a lead 1-2 times. Studies show that it takes between 5 and 12 contacts with a person before they buy from you. A CRM will help you make all those touch points in a variety of ways. 1) Notifying you, at intervals you set, based upon your sales process, when your next action is due. 2) Sending automated emails based upon where a prospect is in your sales process. 3) Providing date-based alerts – birthdays, anniversaries, expiration dates, service due, etc. Reminders and follow-up will become second nature. Let your CRM be your automated assistant.
Additionally, with a CRM you can segment out your leads based upon purchase history, interest type and virtually any other category you can come up with for your business. If you offer multiple products or business lines, this is a must when you are trying to effectively market to your audience.
What features should I look for/avoid?
When determining the best CRM for your business, you should consider factors such as, what features you need, how many leads do you have and how much does it cost. One of the key pieces necessary to understanding this, is know your sales process and finding a tool that aligns with that process. I included more tips on selecting the best CRM for your business in a previous post.
When is the right time to get a CRM?
Now! And yes, I can say it this assertively, NOW is the right time. If you are reading this post, or asking this question, then now is the right time for you to get a CRM. This doesn’t mean run right out and get the first one you find, however. Do your research and pick the right CRM.
Mark Hunter, author of High-Profit Prospecting and High-Profit Selling was quoted saying: “It’s not about having the right opportunities. It’s about handling the opportunities right.” You can purchase an incredible lead list, or spend a ton of money on marketing, but if you aren’t managing those leads daily through a CRM, you are wasting your time and money.
So, once you have the best CRM for your business, make sure you are fully utilizing it! Even the most expensive CRM does you no good if you don’t use it. Every. Single. Day.