Your CRM is a tool that will only give you as much as you put into it. Once you have decided to invest in buying a CRM system, it is important to maximize its use by making the transition from your old system as painless as possible. Part of the transition will be difficult as your sales staff will need to give up what they are used to and move to something new. However, by emphasizing the need to make the move and requiring the transition completion by a specific date, you can encourage a faster transition. Use your initial training to help acclimate your sales team to the new system, and offer some one-on-one training for those who are having trouble learning the CRM. Here are five best practices for your CRM.
1. Process All New Leads with the CRM
If your staff is constantly moving between systems, the transition will last much longer. Once the CRM is up and running, start processing all new leads through it. Your staff will be forced to interact with the new system immediately and will learn to use it faster. If you do it right, training staff on the CRM will be an investment into your company's growth. Make sure the investment is worth the money by ensuring that the system is used.
2. Use the Whole System
While you may have perfectly good tools that are duplicated by the CRM, it is better to use the entire system. The CRM is designed to work in an integrated fashion to maximize your data about prospects and customers. Respect the investment and use the tool as it is meant to be used in order to get the best results. Look for ways the CRM surpasses your old tools, and train your staff on how to take advantage of the benefits.
3. Engage Customers Directly
Customers are used to going online and interacting directly with social media. While not all of your clients and prospects will like being contacted this way, most will and will be happy to update their own information, saving you time and giving you more ways to interact with them. You can refine your interactions by what your prospects are interested in, engaging them further.
4. Use Geo-Location
Demographics can be refined using a CRM system to make your interactions more meaningful for prospects. You can offer customers unique discounts or other specials related to location or other demographics. The more you can find areas of interest in common with the customers, the more they will want engage with your company.
5. Personalize and Customize
A CRM allows you to personalize customer engagement and tailor your interaction with customers even more. You can find ways to answer questions and meet their individual needs to further qualify them as prospects and convert them more quickly. Customers will be more apt to engage with your brand when you can find ways to connect with them personally.