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Why Lack Of CRM Can Kill Your Sales (And Your Business)

Why Lack Of CRM Can Kill Your Sales (And Your Business)

I write about how to grow businesses all the time. In fact, as a marketing consultant, I have the best job in the world. I get to climb inside people’s heads and understand their business models, their prospects, and their customers. I look at their operations, break apart what they’re doing, and then put it all back together in way that’s designed to result in customer acquisition, growth, and profitability. It’s unavoidable, then, that in my personal business experiences, I see things happen all the time that make me crazy and that I’d like to be able to fix. The most prevalent: how many businesses lose sales because they don’t use a customer relationship management (CRM) system. Here’s a real-life example, from my real life, that I will 100% guarantee will make you agree with me on this front.

A real-life example: the upholstery-cleaning company

I am a customer of what has been called the very best upholstery-cleaning company in the city in which I live. When decorators and people in the trades say something like that, I pay attention. So when I needed my upholstery cleaned, of course I called the best and scheduled a cleaning. This company did a fabulous job and I’ve since recommended them to friends.

Do you have children? I do. Do you have a dog? I do. Does your upholstery get dirty? Mine sure as heck does!

So the thing about making a sale to a customer like me is that if you’re paying even the slightest bit of attention, you’re going to figure I’m going to need your services again. And again, and again. Oh, add to that the fact that all my furniture is white, and triple the frequency, Kenneth.

Lost opportunity #1: no tracking

The Golden Rule of Business is simple: An existing customer is exponentially more valuable and more profitable for just about any business than a new customer. Having a CRM system allows you to put customers into a database and track important information that relates to the products or services you sell them—and want to keep selling them.

In my case, the cleaning company could have easily tracked what pieces of furniture were in need of cleaning, along with simple (yet vital) customer information—like about those kids and pets, and all the white. This is your key to business continuity and building strong relationships with existing customers instead of always chasing new business. Without a CRM system, it’s pretty much impossible to do that, either keeping information in an Excel spreadsheet, in someone’s head, or not at all.

Lost opportunity #2: No follow-up, repeat sale

A CRM system allows you to track the service you provided to a customer and to follow up with them at regular intervals to see if they want more service. In the case of an upholstery cleaning company, it’s not likely that your furniture won’t get dirty on the regular. Having no follow up process in place to encourage repeat business is, well, let’s just say considerably hampering your opportunities for growth.

Lost opportunity #3: no inbound follow-up process

As you might suspect, my white furniture needs cleaning again. In fact, it has needed to be cleaned now for probably the last twelve weeks. One day in early October, I remembered while at the office that my upholstery was overdue for cleaning. So that I wouldn’t forget (again), I popped over to the upholstery company’s website. As an aside, I loathe making phone calls. If I can do, or buy, or schedule, something online, I’m all over that, all day long.

I couldn’t schedule an appointment online (lost opportunity), but I did submit a contact form advising that I was an existing customer and needed to schedule an appointment, and asked someone to contact me.

Two days later (not that day, or the next day, two days later), someone called me to follow up. Unfortunately, I was in the middle of a meeting and, while I quickly answered the call, I explained that I was busy and asked whether I could call back to schedule an appointment. The answer was affirmative.

But here’s the thing: I’m busy. We’re ALL busy. Do you think I remembered to call them back? Of course not!

And once again, here’s where a CRM could have played a big role. The process should look like this:

Day 1: Customer submits contact form, lead is passed to salesperson.

Same day: Or within 24 hours at a minimum, salesperson contacts customer, appointment scheduled. Sale booked.

Follow-up contact: When I foiled the upholstery company’s salesperson by not being able to book when she called me, she should have been able to immediately make a notation in a CRM and schedule a reminder in case I didn’t follow through with my promise to call back. Surely this happens all the time, so it’s not an isolated incident.

That was in early October. You know when I finally remembered to call and schedule an appointment to have my furniture cleaned? January 21. Think about that for a minute: My furniture needed to be cleaned in October. Because the vendor put the onus on me, the customer, to remember I wanted their service, I didn’t get around to finally scheduling an appointment until almost 110 days later. That’s almost one-third of a year.

You know what’s crazy? The upholstery company could have booked me for a cleaning when I first needed it, in October, and then sold me all over again, in January. And you know what could have helped them do that? A CRM system.

Where we go from here: CRM

There you have it. A real-life story from the trenches. Please don’t forget that your customers are busy people leading busy lives. When you put the onus on them to remember you exist, you are overlooking a fundamental business opportunity: that it is your mission to serve them (or at least it should be). Your mission is to make their lives easier with the products or services you sell. When you let them drive the relationship because you don’t use technology that can help connect you more closely to them, you are missing opportunities to serve them. And that impacts your ability to grow your business and revenue. It really is that simple.

Simple and inexpensive tools, like a CRM system, and tactics, like regularly touching your customers by way of email marketing, allow deeper connections to both your existing customers as well as your prospective customers. Not having a CRM system? Well, it’s not only hurting your sales, it’s hampering everything about making your business as profitable as it can possibly be.

CRM can be a game-changer

And if you’re interested in other tips on how to grow your business in the coming year, I teamed up with the folks at SAP for a webinar. We covered the benefits of CRM systems, the role that email marketing can play in business growth, how marketing automation is a game-changer, and many other topics that might be helpful to you and your business. If you’re not yet doing some of these things, you’re not alone. 60% of the respondents we polled during the live webinar indicated they hadn’t yet embraced the use of a CRM (or marketing automation), but that it was on their list for 2017. If it’s on your list for this year, make time to watch the webinar on demand. I think you’ll be glad you did.

If you’d like to access the webinar on demand, you can do that here—All Cylinders Go: How to Supercharge Your Marketing to Drive Growth and Profitability.

This article has been brought to you in part by SAP Digital CRM, but the thoughts here are my own. I could not be more serious when I say that every business needs a CRM system! SAP Digital CRM is not only affordable; it can be an integral part of your business operations. And it can absolutely help supercharge your marketing and help you sell more. Visit the SAP Store and register for the free 30-day trial and give it a test run.

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  79. Or you could write a letter to a soldier, or a fire department, or a law officer, or literally ANYONE ELSE other than death row inmates. Its not an animal shelter; no one is on death row because they don't have anywhere else to go. Browse through a list of death row inmates and find one you'd be willing to sit down and write to. Could you find one? Thought not.

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  85. Larry, I think you’re on to something. Apparently, there is no uniformity in defining dropout and graduation rates. That makes it easier for administrators to game the system. Clearly, Virginia counts a lot of things as “graduating” that the federal definition does not.The next trick (which may not be possible through Internet research) is to chronicle how Virginia has expanded the definition of “graduation” over the years, and to analyze how much of the improvement in graduation rates can be attributed to redefining the word than actual changes in behavior.

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  88. Tout d’abord bravo à tous il y a des jolis choses.Je m’interroge néanmoins sur la raison pour laquelle il y a autant de note (insuffisante) sur la photo 3? A mon n’avis elles n’est absolument pas insuffisante et je m’interroge.

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  94. Piticu are dreptate, nu e chiar așa de ușor cum pare. Dar lucrurile merg un pic mai greu că suntem din România (mai greu să dai jos un filmuleț de-al tău de pe un cont diferite, dar și mai greu să repari boacăna cuiva care îți vrea răul).

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  105. Can’t kill off Six from Blossom since she was one of the first to be a round booty white girl. WHERE DA WHITE CHICKS AT???I would completely kill Blossom – looks like a young Sarah Jessica…and Jordan Cavanaugh from Crossing Jordan. That bitch is enough to make me want to reach into the screen and show her how strong my pimp hand is.

  106. Probably not going to be scary, but is definitely going to be very, very gory just like the old movie. However, probably with more work done this time.

  107. Buy Ambien Online…This is getting a bit more subjective, but I much prefer the Zune Marketplace. The interface is colorful, has more flair, and some cool features like ‘Mixview’ that let you quickly see related albums, songs, or other users related to what you’re lis…

  108. Ein Wunderschön’ GuTen MorgeN! :)Tag 1: erfolglos, NOCH keine Sputnik-Karte :motz:EinsteLLung: Optimistisch, ich hätte die Texte gekonnt ^^aaaaaaber, sind wir morgen früh immer noch in der LostrommeL? oder müSSen wir uns neu anmeLden? ??und haben die eine Karte oder 2 gewonnen, hab ich jetzt nicht so drauf geachtet?!

  109. that the Pyro is a woman, however we never see her face). Even if TF2 is not a game about one character, every character which has a visible face is male and the vast majority of them are white. In a world where videogame protagonists who are white men dominate, I’m not sure that the statement you’re making here actually supports your claim that TF2 has a “well-varied character cast”, especially when put into this greater context.

  110. Estağfirullah Gürkan kardeş, o senin güzelliğin… Maksadım kendi kendime zorla öğrendiğim şeylerden olabildiğince çok kimsenin istifade etmesini sağlamak. Teknoseyir’de olmamın öncelikli amacı bu. Yorumlara cevap yazıyor olmam da bu yüzden.

  111. The days are long, but the years are short. I don’t want to miss them! For more short and sweet ideas on how to stop and smell the roses, to enjoy the little things in life, check out my 31 Days to Smell the Roses series.

  112. While I don’t think every game should have all characters available to all genders necessarily, I do take the angle that once you’re in fiction, there’s little obligation to be “realistic” in one aspect while everything else is wildly not so. The difference here is that BioWare isn’t exploring what it means to have different sexualities through the romantic involvement of the characters.

  113. Gur svefg gvzr V ernq gur Fvy, V jnf onssyrq ol ubj zhpu gur fpbcr bs rirelguvat jnf sne, sne terngre guna va YbgE! Hatbyvnag jbhyq unir xvyyrq gurz nyy!

  114. "Leaving aside for the moment the impact of his windswept and rugged features on the ladies of this parish, Dishy Stuart Neville…" Ha! I resemble that remark lolBet Stu won't be living that one down anytime soon.Where is that Aerin Bender-Stone?

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  116. YES! The snow today is indeed a wonderous experience. Heading out for a run and finding myself at the top of the NU campus, a blanket of white snow and the waves lapping the shore, I just had to stop and take a few moments to take it in, enjoy the quiet, natural beauty of where we live. I feel so lucky to be able to RUN to a spot that feels so far from city life, and is yet only a few miles away.

  117. who the HELL thought this was a good idea? The related vids are already on the right side of the screen. Please please remove this bug (it's a bug, not a feature). It's annoying and gets in the way every time I go to change the volume or the progress bar. And no nonsense that it's ok because you give an option to modify the URL to remove it. Make adding this bug the exception, not the default. Looking down this blog I don't find a single person who liked it, one person who didn't mind it, and hundreds who hate it. Get a clue.

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  124. You know I’m not a huge pink person but you are slowly making me a believer in pink lol. That dress looks amazing and I love the pose she’s in. Nice post

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  144. You know, as long as she feeds him and he’s gaining, shes fine. I think the video is in poor taste. Don’t record a hungry baby like that.But to suggest she use formula just because? I mean, nothing is wrong. I never used it with my first, and haven’t needed it yet this time either. I’m much more chill about it this time, as I’m older, wiser, and have many friends who have supplemented. If I need to, no biggie. But I’ve got no supply issues and a boat load in the freezer.

  145. Bonjour,cela dépend du lieu où vous résidez. Dans le Var, vous pouvez voir Certaines AMAP font le choix de s’approvisionner en poissons d’élevage… Certes c’est plus facile à gérer mais le produit n’est pas le même et la filière est discutable dans son positionnement puisqu’il s’agit d’élever des espèces carnivores fortement consommatrices de poissons sauvages. A vous de voir.

  146. I wish there was a way to get all this information without having to be there, as I live in Leeds, and am running my first Marathon in April!If you think of a way! Let me know :0)SamSam

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  150. 1. When do we expect to hear “Empires” the New Anchor&Braille song 2. Will you tour Anchor&Braille again in the future 3. When writing songs when do you realize you are writing an Anchor&Braille song as opposed to Anberlin 4. What has been your proudest achievement as a musician

  151. "the guy is claiming that Mitt actually assaulted him first. (See his story here) -BTW, is it me, or does it seem like this Sky Blu character is spoofing something?- "field, that's hilarious!!!!What a great video. Spoof? Maybe, but maybe not. Sure, the bling was a bit over the top, but the words rang true.

  152. – Haha! Thanks! I have been told that I fit the ‘generation friend’ definition, so I’m trying to make my way through the Nunnally clan. That probably means we’ll have to hang out soon. 🙂

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  159. What Walmart does this man frequent – because I have never seen anyone that looks like this in the ‘People of Walmart’ videos! Here’s to finding eye-candy in the aisles of Wally World!

  160. Wade doesn’t travel, he wades. As y’all have noted, LeBron doesn’t have as good an excuse. Did I mention I pasted your comment at the LOOG thread? Guys were of course fronting it off and trying to pretend they weren’t posterized… by our Shaq+Kobe Game 7 Y2K v Trailblazers 1-2 punch.

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  166. I have, thus far, avoided twitter, despite some peer pressure (if they find time to bug me about twitter not via twitter, what am I awaiting when I do sign up?). Facebook seems to have filled the new networking site urge. Time to delete the Friendster account (and when something follows Facebook, I’ll delete the myspace page)!

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  171. Kewl you should come up with that. Excellent!


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