CRM becomes an even more essential tool in a recession as winning new business gets harder and costs are squeezed. Five reasons why you need an effective CRM system:
Existing customers 1.
You need to be in a position to offer the right product, at the right price and at the right time to existing customers. A well managed CRM system will help with this.
CRM systems are all about collecting and organising customer information. They put you in a good position to win new business.
Existing customers 2.
All customers are equal except some are more equal than others! Use the CRM system to identify which customers are worth the most (profit not turnover) and concentrate sales effort on them.
Categorise your customers by value. Focus on category 1 customers then work on turning category 2s into 1s.
Existing customers 3
How many times have you heard that it costs 7 – 10 times as much to gain a client than it does to keep one? CRM is an essential too to help keep customers happy – it can’t do it on its own though, it takes your input.
How to generate customer satisfaction? Keep your promises and meet their needs. Use your CRM system to remember your promises and record what your customers want.
Make the most of every lead.
Generating new clients still has to happen and a new lead is like gold dust. Manage them more efficiently using CRM and concentrate on the real prospects.
Smaller more agile teams.
Recessions often lead to redundancies but making the role redundant doesn’t make the tasks go away. Use CRM to improve efficiencies, share work and information. Understand and replicate the way that your best people work.
CRM doesnt have to cost a fortune either - we are just implementing a 12 user CRM system that will cost about £250 per month! Even the smallest efficiency will pay for that!
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