All The Cool Kids Are Doing It
In the previous two articles in this series, I discussed the various benefits that are attached to CRM that will actually mean something to a decision maker who might not be the most tech-savvy or sales-oriented. While the advantages may be extremely clear to you, in order for them to make sense to someone who is rather old-school, you need to speak their language.
Conceivably, you’ll have to have this conversation at some point if you need the approval of someone above you in your organization to give you the sign-off that you need to make the CRM a reality. This conversation is what I refer to when I say “THE TALK”. Getting that purchasing manager on your side, by putting the benefits in terms that they can relate to, is telling them what they want to hear, so that they’ll be playing on the same team as you, once you’ve finished explaining the value proposition.
I went over two key points in each of my two previous articles. Now, I’ll cover two more key points, to round off your preparation for “THE TALK” – so that you can convince the decision makers as to why purchasing a CRM is the right idea.
All the cool kids are doing it
CRM is not exactly a new technology. It’s already used all over mega corporations in the United States. For example, Toyota, Time Warner, and even the American Red Cross use a CRM solution. They use it not just because they have a lot of data to manage, but because they have important data to manage and their managers need to optimize their time and better manage their sales staff. Sound familiar?
How about this, our partner company Berkshire Hathaway has over 6,000 sales persons they have implemented their CRM for, as well as invested in building a bridge into our CRM. Yes – we are already connected to 80% of fortune 1000 companies!
Regardless of what business you’re in, timely, organized, and secure delivery of data to all members of your organization is a key component of productivity. Certain solutions that I’ve found to be used in place of a CRM, such as a spreadsheet or a word-processing document, can’t fully facilitate any of this, for the simple reason that these things are meant for individual usage.
The synergy of data that CRM allows for, when it comes to one department viewing the same data as another department, allows for the “customer relationship” to be fostered by the company at large. This is exactly how for large organizations, such as those that I had mentioned, have the capability to treat each customer on an individual basis. Because someone in accounting can see the same data as someone in sales, they can all treat someone with the same facts known to them; even if they’ve never spoken to that specific customer before.
In effect, by using CRM, you’re using the same technology as multi-billion dollar companies in the Fortune 500. I’d say there’s something to be said for that.
There are no more “I’m not at the office” excuses
For CRM solutions that are in the cloud, you can access the customer records within the system regardless of where you are, or what device you have available to you.
If you, personally, have ever lost a sale or an opportunity because someone didn’t act fast enough, supposedly due to the fact that they’re “not at the office” – then someone who’s a decision maker has probably seen a handful more than that sort of thing.
While it might be a legitimate (and perfectly plausible) reason to not be able to get something done on other solutions, it isn’t an excuse on CRM. Cloud-based CRM’s allow for you to access the system from any computer connected to the internet (including a friend’s computer, or a computer in a hotel’s business center), or in most cases, from your smartphone – which about 99% of us carry around these days.
Comparing the cost of a CRM to the overall net cost of lost opportunities such as these, your CRM can pay for itself in even as little as a single late-night login to look over a customer’s data in a context where there’s a lucrative deal at stake. By lowering the barrier to getting work-related things done on the go, you cut out the possibility of someone being “unavailable”, regardless of where they are, or what time of day it is.
Read “Having ‘The Talk’ About CRM (Part 1)”
Read “Having ‘The Talk’ About CRM (Part 2)“