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CRM: It’s as Easy as A, B, C [INFOGRAPHIC]

 

CRM isn’t difficult if you follow three simple rules. A — Acquire, B — better, and C — Capitalise.

Customer Relationship Management (CRM for short) sounds complicated but, with the right software platform and company ethos, is actually as easy as ABC. Or at least it should be.

Click the screen below to find out more!

 

CRM its as easy as A, B, C

 

A = Acquire

To grow your business, you need customers. The perfect CRM system will help you log contact details for leads and record every single operation from incoming lead to customer.

"Over 80% of generated leads are never followed up on or are dropped or mishandled" -  Aberdeen Group

“50-70% of the buying journey is being completed before a prospect engages with a sales representative” - Bob Thompson, CustomerThink.com 

B = Better

As you interact with your customers, make sales and resolve problems, your CRM system allows you to record the details. Use this information to become better.

Better at service. Better at selling. Better at all the steps in your sales and service pipelines. If you do everything better than before, and better than your competitors, your clients will become repeat customers. 

C = Capitalise

Acquiring a new customer costs between 6 and 7 times as much as retaining an existing one. The data stored in your CRM system is a goldmine of useful information which will help you identify new opportunities with existing customers. Capitalise on existing customer relationships for a better return on your time and effort.

“It is 6 to 7 times more costly to acquire a new customer than retain an existing one” - Frederick Reichel, Bain & Company

"In cases we have reviewed, sales increases arising from advanced marketing and sales information technology have ranged from 10% to more than 30% and investment returns have often exceeded 100%." - ‘Automation to Boost Sales and Marketing’ (Harvard Business Review)

If your software cannot do the ABC, download our helpful eGuide ‘Don’t put it off! Five reasons why you shouldn’t defer your CRM project’

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Comments

I work a lot with service-based businesses on their online presence and marketing plans. It's really amazing to me that all the work people put in to finding leads that they don't use a CRM to track those leads after the initial conversation with their prospects. 
 
I've used a CRM (a number, actually) for years and have gotten client to convert 18 months after an initial contact simply because I've kept in contact with them; touching time from time-to-time with emails or phone calls. My CRM (I currently love Nimble) has been an integral part of my business success. 
 
We all know that a minority percentage is going to buy after an initial consult. But since you've put in the time why not follow up with those people more than once or twice? Follow up until they've made a decision - even if it's not you. A CRM tracks the follow ups for you. Just use one.
Posted @ Tuesday, November 20, 2012 1:45 AM by Dawud Miracle, Website Business Without the Overwhelm
Your right the details you collect on customers will make or break a CRM system. good data means a better service which means happy customers, this in turn will help drive sales and give you an advantage over your competitors. DnB have recently released a handy and informative infographic on why CRMs fail and how to avoid falling into these pitfalls. 
 
CRM Failure  
Infographic
 
 
I hope this helps 
 
R.
Posted @ Friday, February 01, 2013 5:16 AM by Richard D
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