10 Habits of Using a CRM System that Produces Results!

To many times I see a good CRM system being used as just a database list of names.  I hear how it really doesn’t do anything to help generate and follow-up on leads. 

If you make it a habit to use it every day it will help you generate and close new leads.  How? 

Here are 10 habits for using a CRM system.

  1. Use the calendar.  Start adding tasks to contacts you need to communicate with today this week, next week and later this month.  Schedule calls, tasks, meetings, etc…  Make sure you add reminders to your activities so it can help you be on top of what you need to do each day.
  2. Record your completed activities with notes so you can easily review your progress.  Once you complete an activity immediately schedule the next follow-up activity.  Doing this gives you an ongoing record of what you have done with the person and what you need to do next.
  3. Every morning log into your CRM to check your agenda for the day.  Don’t rely on your memory or finding that lose paper note on your desk to tell you. 
  4. Start sending emails to your contacts and leads from within the CRM system so they are attached to their record and easy to find when you need them.  It’s much easier and faster to go to the lead or contact and review your emails with that person than searching for emails in your inbox.
  5. Found a new lead? Enter your information as you get it so you don’t lose track of following up on the new lead.  When you have added the new lead add a follow-up activity so now you won’t forget to contact them.  Don’t push it off until later or tomorrow.  You’ll forget and then look around your desk to dig out the information to add later. 
  6. Group your contacts into category types (Leads, Prospects, Contacts, product or service interest, hot lead, etc..) so you can follow up easily with them and send out multiple emails at once about what they are interested in knowing more about.
  7. Call lists: When sending your emails have a call-to-action in it that they have to click to a web page or download a document.   Then in your CRM create a call list of the leads/contacts that showed an interest by clicking on your call-to-action and start calling for a sale.  Most CRM systems will automate that for you.
  8. Everyday review all your opportunities.  Track opportunities more easily and timely using the CRM opportunity system.  Know what stage of the sales process you are along for each opportunity.  Then call the ones you want to close right away.  
  9. Keep a record in your CRM of quotes, sales orders and invoices so you can see what the lead/contact has bought in the past and is interested in buying now.
  10. Use the mobile application from your CRM while away from your desk.  It can remind you to make calls and follow-up with people to close sales while out of the office.  While on site with a contact use it when asking them when to follow-up.  Scheduling it right there shows you stay on top of your customers and pay attention to their needs.  Also another advantage to a CRM mobile app is the ability to give you driving directions from the address of the lead or contact record in the CRM on your phone.  It will help you get there on time.

If a CRM system could generate leads and close sales automatically I would start it up every day and watch the money to come in.  Unfortunately that isn’t going to happen.

Starting new habits can be a challenge but if you start one new CRM habit each day or at least one per week you’ll see the reward of using a CRM quickly.  Your CRM system will work alongside of you and be part of your team every day.  You’ll increase your efficiency, close more opportunities and help you increase your sales and profits.  So start your CRM habit today!

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Joint Venture Marketing Sales Selling Uncategorized

Increase sales with a Joint Venture

I am going to discuss finding an alternative to the cold internet attraction/buy now street sign way of finding a target market of potential customers.  It’s difficult to find the less than 1% that will buy from you now.

However, if you know your target market and what else they like to buy then you may have a new source of finding interested customers easily.

So, the two key fundamental questions to ask yourself about your targeted “Who” for your product:

  • Why do my “Who” want to buy from me?
  • What are the “Who” buying that are related to my product?

Once you figure this out you will know “Who” is more likely to purchase your products.

Now you find another other business with different products/services that targets your “Who’ and approach them for a joint venture with an incentive and great arrangement to encourage both of your customer bases to shop at both of your businesses.

The basic joint venture fundamental is this:

Find existing businesses that have the match of your “Who” also known as the customer profile that you are looking for to market your product.

Then approach the business owner with a joint venture idea that is beneficial to both of you. The offer should be an incentive that the customer can benefit from by buying both of your products or services.

The result is you get the opportunity to be endorsed/exposed to a new customer base to market to and the JV partner generates an added value from their current base.

Ok so how do you do this? Like the old days of school there is a formula which Jay Abraham has followed with a lot of success.

LV = (P x F) x N – MC

Here’s what it all means:

  • LV is the life time value of a customer
  • P is the average profit margin from each sale
  • F is the number of times a customer buys each year
  • N is the number of years customers stay with you
  • MC is the marketing cost per customer (total costs/number of customers)

Once you know how much you need to spend to attract a new customer, you will know how much of an incentive you can offer to a business to help attract new customers.

So, here’s the process to joint venture success:

  1. Find companies who already have the customer base you are looking for.
  2. Negotiate a Joint Venture for them to share that customer base with you.
  3. Focus your marketing resources to this group of new customers.
  4. Finally…deliver the product and an experience that both the new customers love and the JV partner sees as valuable added value because he/she will want to do more joint business with you.

You in return get new customers at a reduced cost versus trying to find new customers the cold internet attraction/buy now street sign way.


Lessons I Learned from Paris Hilton

Today we’ll talk about shameless self-promotion.  That’s right, I said it! Shameless!  After all, we are learning from Paris Hilton here.

It’s all about self-promotion!

Self-promotion comes in many forms and you can use different tactics to get your name out there. Look at politicians! Talk about self-promotion and in some not so discreet ways, at that. But, seriously, consider some of the major superstars we all know. Madonna, Donald Trump, Howard Stern and Bill Clinton, just to name a few.

We all self promote. Did you raise your hand in class to show the teacher you knew the answer? Of course! That’s self-promotion. This is the kind of self-promotion we are talking about. With dignity, class and the knowledge to back it up. If you self-promote only to prove you don’t really know what you’re talking about, you’re going to lose business.

Natural self-promoters are the former and I want to tell you about the three major traits they have and use to build themselves and their businesses.

  1. The first is position. You need to position yourself around people who can make a difference in your life. You need to do this frequently. You need to wake up every morning and ask yourself “Who can I meet today who will make a difference in my success?” In fact, go a step further, write it in big, bold letters and tape it on your bathroom mirror.

Also consider:

Who can help me meet my goals?

Is it a prospective customer/client? A colleague with contacts? An association with key members who may become prospects?
Don’t settle into interacting with the people who are the easiest to access. You need to reach outside your comfort zone and there you will find a wealth of new connections that will bring you great success.

2.  Now, let’s talk about Style. No, this doesn’t mean you need an Armani suit to bring in more business (though, let’s be honest-it wouldn’t hurt) J What this really means is how are you different from your competitors and others in your industry. What makes you memorable with customers?

If you are meeting a lot of people and they don’t remember you once you leave the room, you have a serious problem! This means you have an opportunity to present yourself in a more memorable way.

There are lots of little subtle changes you can make. Reassess your:

  • Business cards
  • Company message
  • Your picture
  • Your wording

Maybe even, your hairstyle (of course, now we’re back to the expensive suit, but it really works!)

You get the idea. There are lots of little ways you can work on making your image and business more successful. Also, consider how you sound on the phone and how you great people at meetings or other events. Think about your 30-sec elevator speech.

3.   The third trait of natural promoters is repetition. You can’t say it once and leave it at that. Successful self-promoters say it as many times as they need until they get a response. Would you remember a commercial for Coca-Cola if you only saw it once, no! You see it over and over and eventually you head out to the store.

You, also, have to make multiple impressions on those you are networking with in order to build brand awareness. Repetition is in direct connection with positioning. Once you find people to network with, reach out and find hundreds more who can help in your success as well.