CRM automation is all about using software to automate your sales and marketing activities. You can automate the repetitive tasks in your business such as emails. Sales teams especially need automation for efficiency as well as creating more personalized experience.
This is the first in a series of posts about automation workflows for marketing, sales and operations. Think about the sales team members who complain about having to enter information into the CRM and track their activities.
1. Mindset First.
As the leader, you have the obligation to set the tone for how your team members view your CRM. It is a tool for understanding trends, business development, and measuring success. If you can explain that value to your entire team (not just sales), then user adoption will be much easier.
2. Lower the Barrier.
If you're shopping around CRM software, then you'll want a checklist of the most important features to include. Maybe our little list of "must-have" CRM features will help you decide which platform is best for you. We've used a ton of different CRM software over the years. Beckmann Collaborative settled on Zoho CRM for ourselves and many of our clients. However, you may find another platform such as Keap or Hubspot is a better fit for your business.
1. EASY TO LEARN
Depending on your level of comfort with technology, you and your team may find different user experiences easier than others. For example, people who have previously used Salesforce or SugarCRM in enterprise companies often like Zoho in a small business. On the other hand, if you want something that has fewer features and can covers most basic needs such as Hubspot or Pipedrive.
2. IMPORT YOUR CONTACTS, NOTES, AND DEALS
Before you purchase a product or service for the first time, you take the time to do some background checks. You ask one or two people who have used the product about their experience. If they speak ill of it, you change your mind about buying it.
Generally, online reviews help other would-be customers make the right decisions. But what if you are not a customer but actually the business owner who wants to see your customers leave reviews to grow your social proof?
Before we discuss how you can encourage users to leave reviews, let’s first establish what social proof is and why it matters.
In this context, social proof is the validation of a product by having it associated with many customers.
It helps if some of the customers who have something positive to say about your product are public figures or celebrities with thousands or millions of followers behind them. When many customers take the time to review a product or service, the...
This year, more than ever before, we are so very grateful to work with our clients and collaborators. Randi, Elizabeth and I really enjoy supporting each company and their team. It is thanks to open minds, patience and shared drive for success that we have accomplished so much together in 2020.
1. Trust is the Foundation. For us, loving honesty is key to our success in building relationships of trust. Sometimes we see ways to make content marketing or CRM process better and it may contradict what clients say they want. We could bow down and pretend the client is always right, but then they would not succeed. Instead, we share honest feedback in a loving way. This is how we build a foundation of trust.
2. Frequent Communication. Especially in these times of remote working a an increased number of virtual meetings, communication breakdowns are all too easy to come across. We added a few new layers to our internal and external...
Welcome to the third and final installment of our CRM Best Practices series. These articles walk you through how to evaluate, setup, and properly use your CRM software.
This article covers important tips for your CRM workflows through both initial setup and recurring maintenance of your database. These tips can help the growth of your business and improve decision making.
A workflow is simply a routine or recurring process used to get the best results in the most efficient amount of time. It can be illustrated as a series of steps in a diagram or a checklist showing what needs to be completed and the sequence.
Read more about marketing workflows in this previous article: Creating a Marketing Workflow.
A key piece of your CRM workflows is...
When you first begin using a CRM platform (such as Zoho, Keap, Hubspot, or Salesforce), the ideas seems simple enough - get all of this information from my spreadsheet of contacts into one place. Then you begin learning about all of the cool features such as email templates, workflows, and integrations with other software you use. Shiny object syndrome may hit you. We've all been victims to it before, so you're not alone.
Over time, that shiny CRM platform becomes... well, a mess. And using it slowly shifts into the category of "tools I should use, but generally avoid." When you hit this point, it's time to evaluate. Either have someone else in the company take on this task or hire a third-party marketing consulting. As the primary user, it can be difficult to honestly evaluate your CRM.
We've put together a series of articles that will walk you through how to evaluate your CRM. This is the first...
How do you define Client Relationship Management (CRM) in your business? What does it look like in your day to day operations?
First, let's talk about your leads. Rather than focus on how you generate leads in this article, we will review what to do once they are in your database or CRM software to nurture and develop those leads. Consider the sales process as being similar to making a new friend or dating - it is important to have that mindset at this stage of the client relationship.
The first email or phone call made to connect with a lead should be relevant to any inquiry made by that lead. Just like on a first date, you start from what you know. If that lead came in from a whitepaper he download, then (logically) you want to follow-up to check in to see if the information was valuable and answer any questions. That is quite...
Whether you celebrate the holidays or not, it's hard to deny the magic that is in the air this time of year. There seems to be more hope, joy, and gratitude than usual. It's an ideal time to reflect on the year coming to a close and recognize those who have supported you in one way or another.
Thank you to our growing community of clients and partners. As we reflect on our year, it has been filled with the good fortune to have relationships with incredible people and businesses. We wish all of you a very happy holiday season filled with love, joy, and prosperity.
If you're thinking about the best way to show your gratitude and spread the holiday cheer, then consider what works best for your customers or clients. If you serve other businesses, it can be as simple as a hand-written note. You do not need to send something that is extra unique or clever for a holiday greeting to be effective. Your goal is to...
UPDATED August 31, 2020
If you are currently shopping around for the right CRM System, chances are that you already understand the value of customer relationship management. Right?
Do you have a clear plan or strategy for HOW your company will use Zoho CRM in your business? New technology is fun and the idea of automating processes is very appealing. The hitch is that the planning work needs to be handled before you start importing contacts and setting up automations / workflows.
If you have already created a CRM Strategy, then jump down this page to the "Intro to Zoho CRM" section.
Clients often ask me how to write social media posts that will connect with their customers or emails that will get high open rates from a strong subject line.
The first thing I tell them is to be sure they are offering something of real value. When you are offering value through your marketing, it is the best way to...
CRM stands for Customer Relationship Management. This term is used by sales teams to describe contact management for leads. Among high-tech marketers, it usually refers to the software or systems used to manage relationships.
Before you jump into a CRM software, remember that first and foremost CRM is a part of your sales and marketing strategy. If your goal is to grow long-term relationships with customers and prospects over time to increase revenue and lifetime value, then you are seeking a smart CRM strategy. Everyone has a different bend on what CRM Strategy means - ranging from personalized communications to retargeting email ads. At the end of the day, CRM is all about how you can optimize Customer Relationships to maximize your sales.