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Tag Archives: Customer relationship management

The 7 Deadly Networking Sins

From networking events, holiday office parties, to social networking sites, opportunities to “meet” new connections abound. Exactly how do you make the most of every introduction? Let’s start with what not to do. Whether you associate the “seven deadly sins” with medieval religious teachings or modern-day entertainment, they can be applied here to build your reputation and your business. Be sure to avoid these seven deadly networking sins:

Pride
If you don’t believe in you, who will? Self-promotion requires tact. Toot your horn too often or too loudly and all you can expect is a wave of unreturned messages and deleted connections. People are attracted to authenticity. Crafting a false image is a turnoff to all.

Solution:  Share your accomplishments and the spotlight with those who contributed to your success. You might even score bonus exposure by reaching beyond your network.

Greed
If your concerns are your only concerns, why should others care about you? But when you seek to meet others’ needs and do a great job, they’ll be more inclined to reciprocate. Reversing that sequence will surely prevent it.

Solution:
  Focus your messages and offerings on the interests and needs of your audience, not what you’re looking to promote.

Lust
If you’re too eager or lusting after the attention of others, your otherwise professional efforts can lead to a very unprofessional reputation. Nobody invites crossing the line of acceptable and professional efforts with that of becoming a pest revealing personal cravings over that of the other’s needs.

Solution:
  You can’t force someone to reciprocate. Do what you said you’d do or send what you promised and let the rest happen naturally.

Anger
If you read a comment with unintended sarcasm or interpret a short missive as an angry one, you might be tempted to reciprocate in kind. The power of a smile and laughter can produce priceless and ever-expanding opportunities, but the consequences of discourtesy are immediately and potentially irreversibly destructive.

Solution:  Consider communication carefully. Responding in anger can destroy your reputation and your relationships.

Gluttony
If you’re sending mass relationship-building emails or group texts in an effort to save yourself time and effort, you risk losing the opportunity for the gesture to be regarded as sincere and to be taken seriously. By default, “mass” is mutually exclusive of “personal.”

Solution:  Balance group messages by inviting personal responses of interest. Or, better, communicate one-on-one whenever possible.

Envy
If you’re building yourself up at the expense of others by putting them down, your need for the spotlight will backfire. Don’t focus on what others have or the connections others have made. Set your own relationship goals based on what you have to offer your network, not what you seek to gain from them.

Solution:  Congratulate others on their successes instead of stewing on what you haven’t yet accomplished.

Sloth
If your efforts to connect or stay in touch border on the apathetic, you need to shape up, perhaps in more ways than one. A lack of drive and determination to “exercise” meaningful connections and capitalize on opportunities will only result in relationship atrophy.

Solution:  Schedule regular communication and be sure to engage when opportunity presents–most certainly at holiday office parties and social gatherings. It may be drudgery as the start of any exercise regimen can be, but positive results will prove worth the time and effort.

Each and every one of these sins is easy to fall prey to but just as easy to avoid. However, it does take conscious thought, determined actions, and purpose of focus toward others to realize optimal relationship value that rewards all parties all the time.

What is ultimately at stake here is development of your personal brand. Fundamentally, there is no value in being unlikable. Generally speaking, the complete antidote to the seven deadly sins is nothing more than simply being nice to all people all the time. In fact, some relationship experts estimated that simply being nice can result in a 30 to 40% increase in success over those people and/or companies that are not nice. Who ever thought that simply being nice could in fact be the very thing that completely sets you apart and distinct from everyone else, and helps pave your road to success?

Short form bio for bylines:
CRM pioneer Mike Muhney, the co-creator of ACT! software (credited as the catalyst for the “customer relationship management” industry), is CEO of mobile relationship management purveyor vipOrbit—the first relationship-centric contact manager solution enabling mobile business professionals to manage their contacts, calendar and client/customer interactions across Mac, iPhone and iPad platforms. He may be reached at
www.VIPOrbit.com

 

 

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The Dynamics Of Customer Relationship Management

financial-advisor-CRM-1The customer relationship management system is the most updated and highly rated system mostly used for strategy formulation in marketing. This dynamic system of marketing and business deals with mutual relationship with customers and clients and is compactly titled as the automated CRM system. It is a widely spread tactic and the most reputable procedure for reducing the cost of a product placed within the market. This system of customer relationship management provokes and stimulates the factors or indicators of satisfaction and increased profits in favor of customers and clients across the globe as well as within the market place. CRM system allows for development of strong relationships within the business world and market.

Portions of dynamical aspects of CRM system:

The portions and areas of CRM which deals with the dynamics of marketing and skills are as follows:

  • The system of marketing is the most consistent and delicate of areas in the customer relationship management system.
  • The most non constant and variable aspect of the market lies within the interaction with customers and clients.
  • Appointments should be made after consideration of analytical dexterity for business. It aids in the removal of obstacles and hindrances present in the way of marketing and enactment of business strategies.

Basically a system of marketing is all dynamic in nature. It keeps on changing due to the introduction of constantly changing trends in the area of workplace, products, loss and profit.

Scenario of marketing relationships:

The CRM system is the most helpful of tools for the purpose of identifying and subsequently targeting the skills and points that are prevalent in the market and its various businesses. Generation of conducive and effective marketing skills leads to an escalation in the potency of the whole venture and eventually, spawns great reforms in both the mobile and static aspects of business strategies that are to be. The scenario of marketing relationships should be dynamic. They should be based upon responses of a marketing client that should entail the procession of the intrinsic principles and concepts found in the CRM system. Marketing revenue for customers should also be dynamic in nature and should reflect the best deals for a client and customer. This strategy creates an active track which allows for the proceedings and workings of a sales process to remain neutral when embedded in the CRM system. Ability for holding and supporting the services of customers is composed of a most unique mixture or blend of cooperation and mutual binding forces. Appointments in a CRM system are focused and centralized courses of action that are based solely on the consumers of a market. The advertised product and the projects of static market should be integrated in the most appropriate and effective of manners before bringing it forward onto the platform of the global market. Segmentation, legal campaigns and targeting should affect the dynamics of an analytic CRM system. This will reflect the quality and high performance of a business and skills of marketing and assist in designing the iconic elements of operation and components of a market with all dynamic systems and terms completely accounted for.

Robert Green works for one of the leading CRM agencies in Europe and is an expert in online and offline CRM systems (interesting to know is that the Spanish term is CRM sistema).

 

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How To Revamp Your CRM In 2013

As 2013 rears its head you may want to start thinking about revamping your loyalty marketing program. Really take the time to see what worked in terms of profitability, customer satisfaction and customer retention. Clearly identify the weak links. Find out what part of your loyalty marketing is making little to no impact on your business. Then take the time to consider what can change. Here are some ways to boost your CRM for the next year.

Social Integration

If you haven’t included social media into your loyalty program, it is time to really evaluate how you can. Find out which social media channels fit into your overall program. Facebook is a great tool for many companies but might not be the right one for yours. It may even do some damage. Really take a look at all the options that will naturally fit your brand by identifying what your core customers already use.

Cleanup Your Look

It is important to balance evolution with consistency in your loyalty program. Don’t stay stagnant for too long because other companies are sure enough changing their look every year. Every year you should polish up your website, add new elements and fine-tune your program’s colors. This can lead to a whole new program for re-engagement and offer you benefits into the next year.

Cut Your Losses

Make the holiday season your last ditch effort to push inactive members to re-activate or reinvest. If you haven’t seen or heard from them by January, cut your losses. Use your time and energy getting new customers who will generate revenue.

Review Your Goals

Take a look at your bottom line and see if your goals are what your company needs. This may involve a huge overhaul in your company’s CRM but will yield terrific results in the next year. Often taking a look at the building blocks of your loyalty program can really help you identify its weaknesses.

Experiment

Although you may have a solid program base where customers know how things work, it may be time to shake thing s up a bit. Experiment with subtle changes to see what really hits a nerve with your customers. It could be anything from a new benefit or a simple “Thank You.” Test on a small group of customers and see what works and what they appreciate. If you get any feedback, negative or positive, you’ll be more aware of what your customers like.

Featured images:
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Article courtesy of customer retention agency, Kobie Marketing.

 

 

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Driving Up Sales and Improving Customer Loyalty With the Best CRM

what-is-crmAssessing the need for organizational change

Analyzing interactions with customers is the key to ensuring the best CRM is achieved year on year and can lead to organizational changes which improve sales and prevent customers moving across to the competition.

Data collection takes place at a variety of stages of the customer experience and will bring different aspects of the customer profile into one touch point that is accessed by each relevant employee.

Replacing several systems with a single database

This one CRM database may replace several databases containing different aspects of information about the same customers, which were too disparate and without any linking criteria. Being able to see everything that is known about the customer in one place can provide multiple opportunities for improving the user experience. The best CRM is customer focused and having the information is one place ensures this can be achieved more effectively and with significant savings in costs.

Setting targets using the best CRM practise

The best CRM also provides a baseline for setting concise sales targets, and can show team members what new strategies are required to achieve these goals, including the tools and resources they have available at the moment, and what they may need to acquire in future to make the new and more ambitious targets a reality. Having concrete and often surprising facts and figures generated by the data in the CRM system can invigorate and inspire ailing companies, where in the past drops in sales and lack of customer retention may have been a continuing issue, without any real solution or apparent explanation.

Designing a modular CRM integration plan

The planning stage for the best CRM can involve a series of modules, where different aspects of the CRM system are addressed and tackled in stages. Each separate element of the plan would tackle individual aspects of the customer experience, for instance management of:

  • sales leads
  • showrooms and branches
  • ending of leases or guarantees
  • delivery schedules
  • post purchase support
  • employee engagement with customers
  • environments for customers

Involving employees in change

Discussions and forums with employees can help generate new ideas and new purpose for the best CRM, where everyone feels involved and has some degree of ownership over the new ways of providing improved customer experiences.

Employees are far more likely to not just cooperate but actively subscribe to the best CRM practises where they feel they have had input to the solutions and opportunities presenting themselves.  They are more likely to understand the new policies by which the company is to operate and the need for increased use of information technology to ensure the CRM system performs in an outstanding manner.

The concept of customer centric operation is a means of improving the strengths of a company while at the same time identifying any training and technology needs, plus any opportunities for new ways of engaging with customers on an ongoing basis.  By taking each area of the business one at a time and assessing these elements of the best CRM practice, a powerful company infrastructure can be developed for the future.

Daniel Petrov have experience with CRM systems and he is using some of the best CRM (Melhor CRM is the portuguese term) systems on the market, and he is glad that he can share his experience with you.

 

 

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Fear – An Occupational Hazard to Sales Representatives and How to Deal With It

One of the most common problems that many sales representatives face right now is fear – fear that the economy will decline further, fear that he won’t be able to generate sales leads, and fear of what the future will bring. This happens to most sales representatives, but if they let fear get to them, then it will affect their performance at work.

There are valid reasons as to why he feels all these though. After all, the country hasn’t fully recovered yet from the financial crisis. In fact, we’re still walking on eggshells that one huge crack could spell disaster to the whole country. However, this doesn’t mean that we have to focus on our fears and not move forward.

What causes fear and what are its effects?

Fear is caused by the current market conditions and the uncertainty of the future. Because most people are going through tough financial times, there is the fear that you won’t be able to get your current clients to purchase your products or avail of your company‘s services. If you can’t get them to purchase, what more can you do to get new customers, right?

If you let your fear rule you, then you’re letting so many opportunities of making a sale pass you by. Not only will this affect your work performance, but this will also affect company sales and revenues. After all, the more you dwell on negative things, the harder it becomes to get up and fight, and the more you become inactive, the more potential sales and profits your company loses. If you become an unproductive employee, then you are sure to lose your job.

Dealing with Fear

Fear is natural, but you have to let go of it if you want to keep your job and be a productive sales representative. Here are some tips on how you can deal with fear.

  • Don’t focus on the financial crisis. You can’t do anything about it but adapt to the situation and do the best that you can. Instead, focus on the bigger picture, which is to provide for your family.
  • Get past the “call reluctance” stage and start getting in touch with your current customers. Yes, they may not need your company’s service or product right now, but they might know someone who does. They can refer the potential customer to you. Furthermore, there’s also the chance that your clients do need what you’re offering but have forgotten to call you about it.
  • Stay away from other sales representatives who are complaining of the current financial situation. It won’t do you any good to indulge yourself in “isn’t this just terrible” conversations. The more you join conversations like this, the more it’ll feed your fear and insecurity, and the more it’ll affect your performance.
  • Think of new things to generate sales leads. Don’t just communicate with old clients, but actively look for new ones. Visit new neighborhoods and communities. Who knows, you just might get new clients there.
  • Finally, relax. If the stress is too much, then take a breather. Go somewhere nice with your family and enjoy a small vacation, but don’t think of work. You’ll be surprised to know that this can make you feel more energized and ready to tackle your problems.
Citations:

Jennifer Dalenberg mainly writes for marketing companies such as Vantage Marketing, one of the top pest control marketing companies in the country. She mostly writes about sales articles, how to be a good sales representative, how to deal with pressures at work, etc.

 

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Key Benefits Of A CRM System

A CRM system enables a business to manage customer relations. Customer relationships are perhaps the most important as aspect of a business. Have you ever met people who only trust a certain brand? Of course you have. Chances are, you yourself might be having preferences regarding certain brands of businesses. More often than not, this brand loyalty is result of a CRM system. Let us assess the benefits of a CRM system in further detail.

1)       A CRM system saves money: this is simply due to the fact that all the processes are automated. If your business is small, then you can control all your interactions with your customers with just one computer. Traditional methods of maintaining and managing customer relations are not effective and they are expensive. They involve processes which are obsolete and sometimes backfire by irritating the customers. A CRM system lets you interact with your customers in a way that is easy on the pocket. Often, it costs next to nothing to operate this software.

2)      A CRM system saves time: This one is pretty obvious. Time can be equated into money. We have already mentioned that a CRM system is automated – this helps it to save time. For example – if you need to reach out to a particular customer; then you might call him or post him a letter. If you want to send even more time and do not want to invade upon the privacy of the customer; then you may decide to write an email.

This would require you to type a message. Reaching out to 1000 customers a day means that you have to type or edit a message 1000 times. However, if you have CRM system -it will call, text or mail a customer automatically. It will also generate a relevant message and convey it to the customer. It also analyses feedback from a customer and updates the database. It also acts upon the feedback that it receives from a customer. Isn’t it amazing?

3)      A CRM system helps to attract new customers: A CRM system can be programmed to interact with customers in a way that is non – intrusive, polite and interesting. This enables a business to create a good first impression upon a customer without appearing desperate or cheeky. For example: You own a website regarding your business. If a customer likes your website and decides to sign up, then this is usually achieved by asking the customer to enter his/her email.

Once the email is entered, the CRM system updates the database and sends a welcome mail to the customer. Then it performs other functions such as updating the customer with information in the form of newsletters and so on. If a person unsubscribe, then it also strikes out the customer’s email from the database.

4)      A CRM system maximises profit: A CRM system saves money, saves time and attracts new customers. Obviously, it helps to improve the efficiency of a business and thus maximises profit.

5)      A CRM system is hassle free: A CRM system saves time, money, maximises profit. It saves the need for physical tasks and meticulous documentation. Once programmed, it takes care of all the hassles and lets the owner concentrate of other important aspects of a business.

Dan Rostner is currently working for company that offers CRM and successful implementation of CRM System.

 

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Faster ROI Through The Implementation of CRM

In a company, changes are often frowned upon and resistance can always be expected especially if you are trying to shake things which have been firmly rooted with the employees that you will practically be asking them to go out of their comfort zones.

Yet, if there was ever one thing that is certain in life or in business, it is the inevitability of change. Companies must change and adapt to their ever changing environment, otherwise they will be left irrelevant as technologies, and business practices continue to improve and move forward in an ever more frightening pace.

One of the changes that most companies are undertaking is the implementation of a Customer Relationship Management (CRM) program. While other companies can immediately appreciate its importance in relation to their way of doing business and most particularly to their bottom line, other companies are slow to act especially since they don’t see the practical financial returns of implementing a company-wide CRM program compared to the cost of introducing such a game-changing tool for their company.

Prior to starting any CRM initiatives, companies must review their present business models and think about the specific things that they want to achieve and their corresponding expected benefits for their business. These should be documented and regularly revisited so as to examine the progress of each and if they are still in line with the initial plans and programs in relation to their overall objectives. Any deviation or unseen deficiencies in the plan should immediately be addressed in order to make sure that you will achieve that goal that you have set out to achieve from the very beginning.

Return on Investment (ROI) from implementing a CRM program can come in two ways: first is through increased efficiency which leads to cost reduction, and second is through enhancements in the company’s revenues through additional revenue channels which would otherwise have been inaccessible without the introduction of a centralized CRM system.

Examples of cost reduction through improved efficiency are as follows:

  • When a CRM software program will enable the company’s sales team to deliver the same, or sometimes even better results, through lesser manpower or resources.
  • When sales agents are able to do more actual field calls rather than spend most of their time manually inputting data into slow, disjointed and outdated systems.
  • when access to customer history and other data enables customer service representatives to resolve and attend to inbound calls more quickly, in which savings can certainly add up to a very significant amount over time

On the other hand, revenue enhancements can also be achieved in many forms, such as:

  • Sales teams can push for the right offer at the right time to customers if they have access to their sales and service histories. This will also be appreciated by the customers as it shows that the company is really on top of his situation and have made the effort to know and anticipate his needs.
  • Access to timely and relevant information increases sales opportunities, reduces the cycle time, improves closure rates, and allows the sales team to focus on valuable customers rather than going out there with a shotgun approach to selling.
  • When provided with accurate data, sales teams can effectively push for cross-selling or up selling of the company’s other products thereby maximizing the sales revenue on a per customer basis.

Jacob Jackson works for one of the leading developers of online CRM – WebCRM. He also blogs a lot about this topic at the official WebCRM Blog.

 

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