Customer Relationship Management (CRM) is one of the strongest tools for generating new leads and closing more sales. This is why CRM is growing at a staggering rate and is now considered a worldwide industry rather than just a software service. According to Forbes, CRM industry was valued at $36 billion in 2016, and is expected to cross the $40 billion mark in 2017.
Although these statistics are promising, many businesses still fail to use CRM to its maximum potential. Most businesses just scratch the surface and use its most basic functions and miss out on the other beneficial features it has to offer.
It is important to understand that CRM is not a magic pill that will create wonders on its own. After all, it is only a system that organizes your customer data to help you drive sales successfully. As recent research suggests, the key is to use CRM technology to its maximum potential so that it can help your sales team shorten their sales cycles by 8-14%.
Here are 5 ways you can use your CRM in a much more effective way, so that you can stay at the top of your game:
1- Maintain Accurate Lead Scoring
Use your CRM data to help you find the ideal customer for your business. This is the only secret behind finding a ‘hot lead’ successfully. A lead score is a score that is calculated on an algorithm based on how similar they are to your ideal customer. This demographic and behavioral score is assigned to each lead on your CRM database.
If you use an accurate lead scoring technique, you can boost your sales teams’ performance by a large percentage. The customers who score the highest will be pushed up the list automatically, making it easier for your sales team to work on these hot prospects immediately.
Using this technique not only saves time but also increases overall sales. According to a recent research by MarketingSherpa, organizations that use this technique can see as much as a 77% increase in lead generation ROI compared to companies that do not use the lead scoring system.
So, use your CRM for accurate lead scoring because it is a very useful way to develop relationships with clients and make them returning customers in the long run.
2- Use Social CRM Effectively
You might be using CRM data, but with 82% of people around the world connected via social networking sites, there is no escaping social media. This is where social CRM steps in to save the day. When you integrate your CRM platform with the customer’s social media profiles, you can gain access to a wealth of useful and free of cost customer information. As Craig Davis, from J. Walter Thompson, says:
“We need to stop interrupting what people are interested in and be what people are interested in.”
Use internal social media conversations and customer reviews to your benefit and improve your product accordingly. Design your sales pitch well, and you will get it right the first time.
3- Create Web-to-lead Forms
There is nothing more time consuming than having to enter all the data collected from various sources, manually. On top of that, it also increases the rate of error and reduces the quality of the lead data as well.
This is why, it is easier to integrate your CRM system with a web-to-lead form. This method will help you overcome repetitive administrative tasks and will save you a lot of time which can be used to fulfill the bigger target of making a sale.
Create a code, and embed it with your webpage to create a new lead in the system every time a potential customer fills the form. Once the data is in your CRM, you can easily distribute leads, based on territory or other ways in which you have divided your sales team, hence, saving a lot of time which would otherwise be spent assigning leads manually.
If you have an accurate lead scoring algorithm configured, things can become even easier for your sales staff. It will take only a few seconds for your sales person to decide whether to pursue the lead immediately or not.
4- Use Mobile CRM
There is nothing more exciting than a mobile CRM system for a sales rep. After all, having all the information on the go makes their job much easier. This is why, you should switch to a mobile CRM immediately if you haven’t already.
A mobile CRM makes all the data accessible to your sales team on their phones or tablets, even when they are offline and out and about. According to a report by Innopl Tech, 65% of the sales reps who used mobile CRM achieved their sales targets successfully.
5- Keep your CRM System Synchronized and Up-to-date
To keep the workflow smooth and consistent, it is critical to update and manage your website constantly through the latest automation testing methods available. There are a lot of quality assurance tools in the market that can enhance the performance of your website, resulting in powerful and up-to-date CRM system. Updating your CRM system regularly is just as important as using automation testing on software about to be released into the market.
One of the most exciting features that is offered by CRM systems is that you can synchronize all your communications with your customers on a single platform. This way, you can save a lot of time if you want to go back to your conversation with a customer at any given point. You don’t have to worry about missing out on jotting notes while making a sales call now! A synchronized CRM platform will result in a smoother and faster workflow.
Having an up to date CRM system can help your business increase its profits, make repeat sales and help you understand your customer in a better way. In short, you can’t survive without it.
Did you know that an estimated $1.6 trillion is lost every year in the U.S due to poor customer service? This is all the more reason why you need to stay at the top of your game at all times. Use your CRM system efficiently to check where your clients are on the sales pipeline and boost your sales using these 5 effective strategies. These are a few tips that can bring about a big difference in the way you use your CRM system.
If you have tried and tested other tips that’ve helped improve your CRM efficiency, share it with us in the comments below.
Alycia Gordan is a freelance writer who loves to read and write articles on healthcare technology, fitness and lifestyle. She is a tech junkie and divides her time between travel and writing. You can find her on Twitter: @meetalycia