small business crm | 10 keys to success

SmallBusinessCRM

10 Keys to: Josh BeanMarketing Mechanic at Future Simplejosh@futuresimple.com

Presented by:

The simple CRM

For small businesses

CRM =/ ExcelSpreadsheet

1What is a CRM?

What is a CRM?

Customer Relationship Management (CRM) is a business strategy used to manage relationships with customers, clients and sales prospects.

Often times, technology is used to automate and synchronize the CRM process

What is a CRM?

Customer Relationship Management (CRM) is a business strategy used to manage relationships with customers, clients and sales prospects.

Often times, technology is used to automate and synchronize the CRM process

2How does a CRM work?

A CRM is a computer based system that businesses use to track sales as they move through the sales funnel.

Keeping details of your customer’s actions will allow you to know who is buying what and who should be targeted in future marketing and sales campaigns.

How does a CRM work?

A CRM is a computer based system that businesses use to track sales as they move through the sales funnel.

Keeping details of your customer’s actions will allow you to know who is buying what and who should be targeted in future marketing and sales campaigns.

How does a CRM work?

3How do small businesses benefit from a CRM?

Small business owners understand the value of time. A cloud-based CRM can automate and enhance the sales process turning leads into sales and prospects into customers.

Automated systems mean you will have more time to work on what matters to you the most.

When all of your information is in one place you are able to analyze and develop new strategies to grow your business.

How do small businesses benefit from a CRM?

Small business owners understand the value of time. A cloud-based CRM can automate and enhance the sales process turning leads into sales and prospects into customers.

Automated systems mean you will have more time to work on what matters to you the most.

When all of your information is in one place you are able to analyze and develop new strategies to grow your business.

How do small businesses benefit from a CRM?

Small business owners understand the value of time. A cloud-based CRM can automate and enhance the sales process turning leads into sales and prospects into customers.

Automated systems mean you will have more time to work on what matters to you the most.

When all of your information is in one place you are able to analyze and develop new strategies to grow your business.

How do small businesses benefit from a CRM?

4Where should small businesses start?

While most small business owners think it is ok to start by using an excel spreadsheet to track sales, they will quickly learn that it is not enough.

There are several free and low-cost CRM solutions that have pricing plans that grow with your business.

Where should small businesses start?

While most small business owners think it is ok to start by using an excel spreadsheet to track sales, they will quickly learn that it is not enough.

There are several free and low-cost CRM solutions that have pricing plans that grow with your business.

Where should small businesses start?

5Key features of a CRM?

A CRM should:•Track your sales•Manage your contacts•Analyze why deals are won and lost•Provide mobile for your phone•Automated interface for your sales team

Most importantly, your CRM should make you more efficient and provide better service to your customers

Key features of a CRM?

A CRM should:•Track your sales•Manage your contacts•Analyze why deals are won and lost•Provide mobile for your phone•Automated interface for your sales team

Most importantly, your CRM should make you more efficient and provide better service to your customers

Key features of a CRM?

A CRM shouldn’t just store your information-it should present it to you in a way thats easy to take action upon it.

Key features of a CRM?

A CRM shouldn’t just store your information-it should present it to you in a way that’s easy to take action upon it.

Key features of a CRM?

6What is a sales pipeline?

A sales pipeline is a visual framework that illustrates the amount of business your company tries to win over a period of time. You can picture a sales pipeline as a funnel with multiple stages.

A pipeline helps you better understand your company sales and helps you make informed decisions that will improve your sales process and grow your business.

What is a sales pipeline?

A sales pipeline is a visual framework that illustrates the amount of business your company tries to win over a period of time. You can picture a sales pipeline as a funnel with multiple stages.

A pipeline helps you better understand your company sales and helps you make informed decisions that will improve your sales process and grow your business.

What is a sales pipeline?

IncomingAll leads should be entered into this first stage of your pipeline. Connecting your “contact us” page to a CRM can help you automatically enter leads into your pipeline.

What is a sales pipeline?stages

Incoming Qualified Quote Closure Won/Lost

QualifiedAny lead in your Incoming stage that is qualified (a good fit for your business) is moved into this second pipeline stage. Leads in the qualified stage are ones that you’ve decided to follow up on. If you’ve decided that a particular lead in your Incoming stage is not a good fit for your business, move it to the ‘Unqualified’ stage.

QuoteAfter a successful follow-up, a lead moves from the Qualified stage to the Quote stage for price quoting.

What is a sales pipeline?stages

Incoming Qualified Quote Closure Won/Lost

QuoteAfter a successful follow-up, a lead moves from the Qualified stage to the Quote stage for price quoting.

QuoteAfter a successful follow-up, a lead moves from the Qualified stage to the Quote stage for price quoting.

What is a sales pipeline?stages

Incoming Qualified Quote Closure Won/Lost

ClosureThis is the last active sales pipeline stage. This stage is where final details of your deal will be sorted out and negotiations will usually take place.QuoteAfter a successful follow-up, a lead moves from the Qualified stage to the Quote stage for price quoting.

What is a sales pipeline?stages

Incoming Qualified Quote Closure Won/Lost

Won/LostLast but not least, a deal that’s won moves to ‘Won’, while one that’s lost moves to ‘Lost’ QuoteAfter a successful follow-up, a lead moves from the Qualified stage to the Quote stage for price quoting.

What is a sales pipeline?stages

Incoming Qualified Quote Closure Won/Lost

7Social Media and CRMs

Small businesses no longer rely on just email to contact their customers. In the age of social media there is an active conversation on Twitter, Facebook and LinkedIn.

Modern CRMs should help you track your client’s activity in social media and interact with them. The more you know about your customer the easier it will be to work with them.

Social Media and CRMs

Small businesses no longer rely on just email to contact their customers. In the age of social media there is an active conversation on Twitter, Facebook and LinkedIn.

Modern CRMs should help you track your client’s activity in social media and interact with them. The more you know about your customer the easier it will be to work with them.

Social Media and CRMs

8Data security and CRMs

Your leads and client lists are your businesses most valuable assets. You shouldn’t trust anyone with your data.

A CRM should use bank level security to protect your data. You must also make sure that your data is stored in a secure encrypted server.

Data security and CRMs

Your leads and client lists are your businesses most valuable assets. You shouldn’t trust anyone with your data.

A CRM should use bank level security to protect your data. You must also make sure that your data is stored in a secure encrypted server.

Data security and CRMs

9Mobile access to CRM

The sales process has moved from the office to the field. It is no longer reasonable to expect to make sales without leaving the office.

Mobile sales people demand mobile access to their CRM. There are CRMs that have integrated mobile platforms that are seamlessly synced to your online CRM account.

Mobile access to CRM

The sales process has moved from the office to the field. It is no longer reasonable to expect to make sales without leaving the office.

Mobile sales people demand mobile access to their CRM. There are CRMs that have integrated mobile platforms that are seamlessly synced to your online CRM account.

Mobile access to CRM

10Challenges of implementing a CRM

Implementing a CRM can be a challenging task for small businesses. These headaches can be avoided by selecting a powerful yet simple CRM.

If your sales team does not adopt the software you are wasting your time and money implementing the program.

Challenges of implementing a CRM

Implementing a CRM can be a challenging task for small businesses. These headaches can be avoided by selecting a powerful yet simple CRM.

If your sales team does not adopt the software you are wasting your time and money implementing the program.

Challenges of implementing a CRM

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CRM=/

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Excel Spreadsheet

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Want to contact me?Josh BeanFuture Simplejosh@futuresimple.com