CRM – Why do You Need it in Your Business?

We have prospects ask frequently: Why do I need a CRM in my business?  I am doing ok without anything like a CRM.

The reality is these prospects may believe they are doing ok but really, they do not really know that, they just feel like that is true.  There are a number of benefits that companies with CRM systems experience.  The benefits are not necessarily those that business leaders keep at the top of mind, although they really should.

Consistent Communications and Messaging

A key benefit of a well implemented CRM is the ability to extend “Consistent Communication”.  A well designed system will allow your marketing efforts to be organized and consistent.  From a regularly executed distribution of messages to detailed and directed messaging.  By having prospect and customer characteristics in your CRM, you will be able to identify the right message to deliver to the right client at the right time.  By having this specific and targeted messaging ability, you will be communicating distinctly and directly.

Instant Access to Customer Data

When your team can access customer data with a couple of clicks and answer that customers questions personally, your business image sky rockets.  Remember, people purchase from people that they know, trust and like!  A persons connection is affected by your ability to know them and know their products.  When your team can identify Mr. Smith correctly and prove that by asking about a family member or product they own or are responsible for, Mr.Smith feels closer and trusts that you know and care.  There are a number of CRM Systems available, some that allow your team to easily show this knowledge and others that make them work hard for it.  Let us show you how to provide instant access to your client data.

CRM Allows you to Stay In Touch

Keeping in touch with your customers, not just key clients, but most clients is very valuable in being “top of mind” when their purchase decisions come to life.  A CRM system that makes it easy to stay in touch is an absolute necessity in the fast paced world of business to business and even more critical in business to consumer. You should be able to group prospects and clients as needed in order to stay in touch.  You and your team members should be able to gather names of people that are interested in a particular sport or car or whatever else you find interesting.  The system should allow you within a couple of minutes to “stay in touch” in an informal or formal manner.

This “stay in touch” is not just the usual marketing campaigns but those true and personal connects that one needs to ensure clients know that you are there for them.

 

The more you communicate properly and meaningfully; the easier it is for your and your team to access customer intelligence; and when you can stay in touch easily — the faster you will reach your business quality and growth goals.

 

Let TeamAutomation show you how it’s done.

Key Performance Indicators – A few to consider

We’ve all heard of, or even developed a few Key Performance Indicators (KPI) for our businesses or our clients businesses. Yes, we identify those 3-6 KPI’s that indicate if we are heading in the correct direction or not! Have you included these? They can be significant pointers to the success and health of ones business.

A) Net Promoter Score (NPS) – an NPS score or rating indicates or predicts future revenues and possible growth. You normally ask surveys of prospects or clients to achieve/determine your NPS. The NPS is a compilation of a number of those survey responses so it tends to point in a unbiased direction.

B) N-CAR or New Customer Acquisition Rate: This is your measurement of new customer acquisitions and the related costs associated to signing on a new customer. What is the correct NCAR for your business?

C) ACS – Average Customer Sale – This is easy to measure but many clients have difficulty tracking the change of the ACS and what that means to the business. A decreasing ACS indicates that your likely profit margins will also decrease.

D) Service Issues/Cases: Measuring the number of service issues logged in a monthly or quarterly period can help you understand product quality and reliability. The product quality and/or reliability can predict future sales and revenues. Too many cases indicates possible product quality or environment changes, too few may point to less units sold during the period. A significant change in the number of cases is indicating something significant to your business and/or product. Look to determine the message.

As you can see, these KPI measurements are to be used to indicate change not just as a value. It is the change from period to period that provides your leadership with the fuel needed to direct success. TeamAutomation provides the tools and systems to assist your team in achieving success by developing and measuring these facts.

Sales or Revenue Down? It’s Always Business Management’s Fault

As a business manager or executive team leader, discovering that sales are down can mean a number of things. It can mean potential customers are not reaching you; it can mean existing customers are moving away from your products; or it can mean you have incorrectly let the world know about what you offer and its value.  Really it is because someone took their eye off the business metrics, meaning YOU!

I’ve seen companies react to “sales revenues down” syndrome in a number of ways, usually out of reaction and not enough understanding. That approach can cause a company to increase the proverbial swirl down the drain. It is important to really understand the situation in detail. Let’s discuss a few signs and remediation approaches.

Watch for the signs, they’re not new…

First, realize that this situation did not just happen one day. It was preceded by warning signs. Investigate the revenue path! When did the current trend begin? I have found that most “oh my goodness revenues are down…” trends actually began 3-6 months before it is acknowledged. Yes, 3-6 months is not uncommon due to many factors.

Financial Reporting – Is your’s inadequate?

One of the most common factors is financial reporting being done after the fact or after the month or quarter in some cases. By the time your sales team and management knows of the down trend, you’re already in a hole. Unless there is a great deal of financial buffer available, and even if so, this is an unhealthy and dangerous situation that MUST be addressed. As a business leader you must determine how to know on a daily or at worst a weekly basis how your sales are doing. You need to know units and revenue as both are important. Many low value units do not help finances enough while a small number of high revenue generating units do not spread your market and sustainability. You must determine what is best for your organization in balance.

Advertising online/offline – did you change it?

Another factor is small but important changes to advertising. By advertising, I mean PPC, SEO, link building blog creation, distribution of marketing materials and so on. It is likely that your business yields a significant portion of revenue related to your web presence. That may sound like a bold statement but if you think about it, as a society, we jump to the Internet for most everything. Your presence and image will weigh in highly on your prospective customers as well as current customers.

It is paramount that you stay in the eyes and mind of your prospects and customers. You want to keep your competition envious of your position and perceived results. If your business is in a largely competitive market, you must stay on top of on-line presence and on-line results as it can mean the life and death of your business.

Quality — not your perception but your customer’s….

Finally, so many business do not lend enough attention to the perceived quality of their products. They spend significant funds adding features, adjusting the widgets, changing the face, and generally “putting lipstick on the pig.” It really does not take long for a customer base to smudge off that lipstick and look for more solid benefits; they overlook the features while wanting benefit. It is critical that your senior management review customer complaints, returns, and reviews with an open mind. Those “darn people…” are telling you what someone that is not interesting in your cool office or reputation or stature really belief and experience about your products and services. Determine what is an acceptable return rate and understand why you believe that rate. As a product/service provider, your daily task is to address those perceived product issues.

At TeamAutomation we are called upon frequently to analyze sales trends and recommend remediation and optimization to resolve the “Sales & Revenue Down” syndrome.  We can and have helped many.

Deciding WHY and WHEN to purchase CRM for your company

Installing a CRM system can benefit your team and bottom line, when implemented properly and taken as a helpful tool by your team.  Knowing a few details before you purchase can make the difference between wasted time and money and total success for your business.
You will want to consider at least a few  things before making that purchase.

You need to define your “Why”:

Why  do you believe a CRM system will improve your results?   Make sure that you quantify what you believe to be the advantages of the system.   Setup a few (4-6) KPI – Key Performance Indicators that will give you solid measurements as to the success or lack thereof.  Having a clear set of measurements allows the emotionalism to be extracted from the success/non-success evaluations.
A few ideas of KPI’s you may consider are:
  • What is the number of leads added, qualified and promoted to prospects or customers?
  • Is our customer service times reduced from X to Y?
  • How many interactions does it take to resolve a customer issues?
  • How many contact points does it take to close a sale?
  • Are you up-selling existing customers?
  • How many new records are added organically?

These are just a few of course but you should get the idea.

Does the CRM system meet the identified needs of your team?

Of course, it may be easy to be a department manager or a C-Suite executive and make the buy/no-buy decision.  But, the most important people to make sure are addressed are those on the “front line”; those dealing directly with your prospects and customers.  Does the CRM software you are including address the stated needs of those closing the deals?

 A few questions to ask the team:
  • If we had a system to allow you to measure lead performance, would that help you to close more deals?
  • What features would you want in order to increase your ability to create or satisfy more customers?
  • Is mobile a component of you would need to better serve your customers?
  • What ONE thing would you say is the largest impediment to closing more sales?

Ensure that you provide proper and complete training.

Likely one of the biggest failures in the success of  a CRM system is failure to train the users and those responsible for measuring and providing KPI’s.

One of the most valuable services a CRM systems integrator can provide for your team is full and complete training.  You can purchase and implement the most expensive, popular, easy to use, well branded CRM systems in the world.  BUT if you do not ensure that the users can really use it naturally, your system is as likely to fail as a snow cone is to survive in the desert at high noon!

We recommend a number of training techniques:

  • Multiple training sessions
  • Repeated training sessions
  • Specific topic training sessions
  • Finally, specific private training where necessary to ensure success.

We usually recommend short 1 hour training sessions to begin, followed up with repeated 1 hour training sessions for approximately 4-6 hours in total.

Another approach could be hold a multi-hour session to “introduce” the system as it’s being designed and implemented.  Having those “intro” sessions provide both the team and the implementation specialists with valuable input.  Your team will feel ownership as they had a part in the design.  The implementation team may learn a twist out of the norm for your team that will make it easier to succeed.

All-in-all, training is as important as the product.  After all, you want the team to use it constantly, it should be a benefit not just another job task.

Feel free to contact us about how we might assist you in growing your bottom line and profitability.  We consider lead prospecting to deal closing when assisting your team.  Web development, e-Commerce and sales development is our focus.

10 Time Wasters That Limit Your Blogging Productivity (And How to Avoid Them)

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When it comes to blogging, there are tons of excuses we give ourselves (or sometimes our bosses) explaining why we just can’t get to writing them right now. While many of these excuses (not enough time, too busy with client work, no writers on staff to create content or edit it, etc.) may in fact be valid and perfectly understandable, it doesn’t change the fact that in order to have successful content marketing, you must also have frequent, relevant content to actually post, too.

So instead of continuously finding reasons to put blogging on the back burner, why not define what the time wasters at work are that are preventing you from getting it done, and change them? Here are a few common ones to start off with that may help at your place of business:

1) Ineffective Multi-tasking

For many of us, our day-to-day routine at work requires wearing a lot of hats and being an effective multi-tasker. But the truth is, we’re not as great at it as we think. In a recent study, Earl Miller—a Picower professor of neuroscience at MIT—claimed that it is actually very difficult for people to fully focus on more than one thing at a time, but are much better at switching focus between tasks very quickly, giving the illusion of effective multi-tasking.

An example might be someone thinking that they are effectively writing an email and talking on the phone at the same time. Because both involve communicating (whether verbal or written) and thus are competing to use the same part of the brain to complete them, we are not really multi-tasking—we’re simply switching our focus very rapidly back and forth between tasks.

Tips for better blogging productivity:

The goal is to be as effective as possible when it comes to productivity so you actually can have time for things like blogging. Try to stay focused on one task at a time. If your schedule allows for it, you can also try to prioritize your tasks into groups (i.e. lumping together tasks that are more communication-based, analytical-based, and so on and so forth.).

2) Sitting in on Every Meeting

When it comes to meetings, there are often many that are unnecessary for everyone to attend, or at least not for the whole duration of them. In some cases, meetings are planned with a clear topic and objective in mind, but often spiral off in tangents once the meetings have begun. Maybe that type of discussion is necessary for some roles, but it’s likely that the bulk of the staff are not needed in those.

Tips for better blogging productivity

For those roles in a company that are designed to see things from a broader view (more managerial and directorial positions), these meetings might be necessary to attend. But other more task-oriented positions may benefit from just getting the highlights from one person who attended, as these individuals often have pressing deadlines that can get interrupted with too many meetings.

Each meeting should also be directed with a clear topic of discussion that leads to each person’s/department’s specific action items, a realistic timeline and a follow-up meeting to go over the progress.

3) Getting Sucked into the Black Hole that is Social Media

Almost every one of us who have social media accounts are guilty of over-frequenting our news feeds at some point or another. Even if interacting on multiple social media platforms is a big part of your job, it’s important to set aside time for personal use, rather than during work hours. Overusing or stopping sporadically to check your accounts (even if for business purposes) can make it much more challenging to get back into a strong workflow.

Tips for better blogging productivity

Instead of reading up on current statuses, try scheduling out a short 30 minutes to read up on some of the top blogging best practices from the pros. There are a ton of great online resources for beginners and regular bloggers alike that discuss best practices for different types of blogs, too, including corporate/professional, personal, hobby/interest, community, etc. 

4) Having a Disorganized Workspace

This is something that frequently gets overlooked, but can nonetheless be a big time waster. And many aren’t afraid to admit it. In fact, in an OfficeMax survey, it was found that out of 1,000 workers, 90 percent of them believe that clutter does, in fact, create a negative work environment. And 77 percent of them claimed that clutter also negatively affects their productivity. This accounts not only for tangible documents on your desk, but files on your desktop, unopened/unsorted emails and other similar digital materials that require sorting.

Tips for better blogging productivity

Try making it a habit to file a document away every time you create or acquire one. It will keep you from spending hours trying to search for something and prevent you from dedicating entire days to giving your workspace a thorough cleaning. Similar to the advice given by popular chefs and cooks today, forming the good habit of “cleaning as you go” will clear up a lot of time for you to do other things—in this case, getting crackin’ on that blog.

5) Procrastinating

Procrastination almost never works out for the better in any situation, but especially when it comes to the workplace. Waiting until the last minute to get things done can force you to push back other time-sensitive tasks, looping you into an endless cycle of overdue items.

Tips for better blogging productivity

Setting daily or hourly goals for getting things done can help you stay on track and avoid procrastinating. Treat it the way you would a bank account: you have X amount of dollars (in this case, hours) to get something done and once that’s gone you will have to get a loan with interest (hours from the next work day) to pay for your expenses.

Sticking to this “budget” can help you visualize that procrastinating can actually accumulate a lot of work for you in the future, and hopefully help you find the time to squeeze in some writing time for your blog.

6) Losing Focus Due to Noise

Many workplaces are now adapting to more collaborative spaces, ditching the individual offices and setting up cubicles/desks within an open, spacious area. The problem that often comes with this type of setup, however, is distraction due to high levels of noise in any one space.

While some may argue that listening to music helps keep them focused, it really depends on the individual—how they work best and what type of work they’re trying to complete. In an inbound marketing agency, for example, someone in more of a designer or producer role might function more efficiently with some background music.

A marketing strategist or content writer, on the other hand, may function better in silence. Either way, if the noise (music, internal conversations, conference calls on speaker phone, etc.) is not being controlled by the individual, it’s likely to distract them.

Tips for better blogging productivity

If you’re wanting to make time for writing blog articles, you probably fall into the category that does better without noise. So if your office is typically on the noisy side, instead of staring at your computer screen for 10 minutes trying to finish writing the same dang sentence, try using some ear plugs or noise-canceling headphones at the first sign of distraction. You can then get in your own zone and tune your rambunctious coworkers out while you type.

7) Socializing for Too Long

Let’s face it: many of us like to socialize. Not necessarily because we’re all a bunch of gossips, but because we spend the majority of our days (and our weeks) with the people we work with, so we develop a desire to connect with them on a personal level.

The problem comes in when a morning catch-up session or an afternoon instant-message conversation lasts for a couple of hours or half the day—it can certainly impede on productivity.

Tips for better blogging productivity

One way to avoid this is by redirecting these chats to happen first thing in the morning, during a group lunch, at an after-work happy hour, or on a break. Set up a meeting in your calendar (even if it’s just with yourself) to block out some time just for blogging. If someone wants to chat during that time, simply ask to continue the conversation after your time block is over or at another time.

8) Being a Literary Perfectionist

Perhaps one of the biggest time wasters in the office has to do with the actual process we have for writing blogs. There’s a fair chance you may just be overdoing it. Similar to how a designer can sometimes forget the value of white space, many of us wordsmiths sometimes forget the value of conciseness. Just because you’re creating a piece of content doesn’t mean your viewers are going to spend time like they would reading their favorite novel to absorb it all.

In fact, in an article by the research company Nielsen Norman Group that discusses how little online materials are actually read by users, results showed that the average viewer only has time to read about 28 percent of the words on any given Web page. That’s why it’s important to stay focused and get to the point.

Tips for better blogging productivity

Start your process by creating an outline. It should consist of:

  • The blog topic or headline you’d like to write about
  • A list of the direct points you want to make
  • A clear CTA, or direct action you’d like the viewer to take

Outlining these basic components (and actually writing them out) can help serve as a reminder of what’s really important in this piece.

9) Not Asking Questions

Sometimes the reason we procrastinate is because we’re unsure of how to get something done or we’re not entirely sure what the objective of the task is. Not asking questions for clarification right off the bat, or even along the way, can become a huge waste of time.

Whether it’s not knowing where to research something, who to contact, what message you’re trying to convey in an email, or something similar, being confused about a task and not asking for clarification can lead to procrastination or double the work later on.

Tips for better blogging productivity

Ask a bunch of questions right off the bat if you’re unsure of how to complete the task at hand, and be sure you have (or can quickly get) the answers before blindly attempting to do it. With all the right tools and information, you’re bound to increase productivity. And increased productivity means more time for blogging.

10) Visiting Non-Work Related Websites Throughout the Day

Another big distraction and time waster at work is the Internet. Of course, many of us depend on it to get work done for our employers, but according to a Salary.com survey, approximately 64 percent of employees visit non-work related websites every day during work hours. The survey also concluded that these websites also kept most employees off-task and unproductive.

Tips for better blogging productivity

If you find yourself needing a quick break from your day-to-day tasks and find yourself wanting to browse the Web a bit, try visiting a few popular blogs from leaders in your industry to get some inspiration for content to use in your own blog. This way, taking a break from the grind of work can be still be productive, as it’s helping you research for your next article.

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Need a CRM Partner – How can you decide which is best?

You have decided to dedicate attention to building your marketing and increasing the customer base.  One of the tools needed in many cases to accomplish those goals is a CRM system, a Contact Relationship Manager or as I like to say, a Contact Relationship Modeler.   As you begin your search for the CRM you find thousands of choices from Saas, to On-premise and hybrids.  Making a choice from this plethora of choices can be next to impossible.  You need a CRM Partner.

What type of partner do you choose?  One with many years of experience or one that seems to show up everywhere?  How do you choose?  I am writing this article as a CRM systems consultant and VAR (Value Added Re-seller) with a number of products.  For those that don’t know, a VAR is NOT JUST A RE-SELLER, a real VAR provides installation, training and customization service for the products they are declared a reseller for.  If those VAR’s you choose to speak with do not begin with Needs Analysis and end the conversation with training and customization, I would suggest passing by them.

Here are a few key items to consider and address with the VAR candidates:

  1. Years in the business?
    We would suggest 10+ years which will provide the providers with enough experience and product line exposure to solve issues.
    Make sure the organization has 5-10 years experience with the product line(s) you may have already identified or reasons why you should not consider those products.

  2. Number of products represented?
    – A one or two product company is really not a solution provider but an unpaid company sales person, he/she will likely try to re-mold your needs to work with that one or two products.  Not good for your organization.
    – You want a solutions provider that can listen for your needs and wants and then formulate a recommendation to you in a reasonably unbiased manner.
    – In my experience those that can provide 2 or more real solutions typically understand the systems and can create a solution to your needs.
    – Those who can clearly justify which products are NOT GOOD for your organization are a valued partner.

  3. Level of Authorization or where they rate among their reseller competitors
    – In most sales channels for products there are multiple levels of authorization be careful how the levels are chosen.
    – Being in the top 10% of the CRM products partners channel can mean a couple of things…make sure you know what meaning is and how it applies to your need.
    —-  “Top Reseller” meaning they moved a number of licenses and more than the other 90% of the resellers in the same channel.
    —-  “Top Training Center” for the CRM Product, this is key and likely the organization you want to choose.
  4. Can they provide examples of organized implementation steps and time estimates
    – A quality CRM systems provider will be able to provide outlines of what the selection, implementation, installation and training will consist of.
    – A quality CRM systems provider will clearly indicate what you DO GET and what is NOT INCLUDED. This is very important as it is a known statistic that a high percentage of CRM system implementations fail; and that is usually due to not having a full and agreed understanding on the DO GET and NOT INCLUDED items.
  5. Your selected reseller should be comfortable with demonstrating more than one system in a single session.  The same presenter of both gives an added level of team confidence.
    – Be aware if the presenter changes or
    – The demonstration is done with a canned demo set.
    – The most confident and experienced organizations can demonstrate using real data sets.

In summary, this world of CRM, Saas (Software as a Service aka. cloud hosted), on-premise (aka on your server) and the slew of other combinations can be challenging to figure out and navigate even for the most experienced in the industry.  Don’t try to navigate the selection process alone.  Use a consultant that understands the industry and continues to educate him/herself.

For additional information or to discuss more, Contact Us today .

What to Look For in a CRM Partner

While a quality CRM software can give a multitude successes to your business, it is critical for that success that you look for an equally, excellent CRM business partner. A great partnership will result in a smooth implementation process – from choosing the product, to implementation, training, and finally providing support as well as assistance in future advancements or upgrades.

Working with the right people is imperative; they will help you achieve your business goals and organizational objectives. Hence, you should capitalize on it since changing business partner once the CRM project goes live, brings difficulties of their own.

So, how will you know if your chosen partner is ‘The One’?

1) Certified or Accredited – If you are on the lookout for a particular CRM, make sure to opt for a business partner that is affiliated and fully accredited by the software company. Without any qualms, they can provide in depth knowledge, comprehensive understanding of the product features, support and prodigious assistance in any phase of the deployment project.

2) Business Intelligence – Improving the process and to skyrocket the success of the business is the fundamental purpose of a CRM software. Thus, the partner should be cognizant and must have a full understanding on the entirety of your business, from the nature of it, to the objectives, to the organization and up to the way things function in your business. Remember, they will be paid to transmute your workflow to the CRM application, they must have good business sense in addition to technical expertise.

3) Effective Communicators / Outstanding Support – Employing CRM is not short-term. The business partner must know how to engage with you and your staff. They must know how to deliver ideas, concepts and what’s in and outside the CRM system. The right partner is also readily available for queries and can answer promptly.

4) Innovative – The reliable partner knows that CRM is a dynamic and changing technology, they should be flexible to recognize that your business needs today may not that be the one that future may entail. They can assist with planning and respond to the future requirements of your business.

If you would like to discuss any of these points or would like further information, please contact us or email us today.

Pipeliner CRM Dashboards

Here is how can set up, customize and tweak your Dashboard in Pipeliner CRM.
Pipeliner CRM lets you visually track all opportunities and leads within your sales pipeline and quickly asses the health of your sales process.

Learn be seeing the standard graphs, dials, and charts to see your sales stages and so on.

The presenter provides explanations not just of the graphics but more about the meaning to a sales coach or sales manager.

Let us know what you think.

Ready to look at Pipeliner now?  Check it out.

10 Business Resolutions for 2014
(who says resolutions must be made in January?)

10 Business Resolutions for 2nd Half of 2014

Starting late is better than never starting.What better way to finish the year than with a list of resolutions that can help your Business grow and prosper. We’ve put together a list of resolutions that can help you get started in finishing 2014 with Business Success.

1  Prioritize
“Start every day with strategic clarity by spending 10 minutes reviewing what one-to-five things you want to achieve this year, what your strategic priorities are for achieving them, and (most importantly) what businesses, activities and opportunities you have decided to say “no” to because they distract you from what is truly important.”– Kaihan Krippendorff, author
2  Focus on Less
When it comes to focusing your attention, energy and business resources, less is certainly more. The best example of this, is Steve Jobs’ approach to Management.
3  Sell More
We’re guessing ‘Sell More!’ is already among the top of your Business resolutions for 2014.Utilizing your CRM or implementing a new one quickly can allow your team to soar to new heights.  Sales Enablement is likely the fastest path to business success.  Focus on making it easier for your sales team to sell.
4  Watch your Cash Flow
Are you keeping an eye on your cash flow yet?Effective cash-flow management is essential to the growth of all businesses. Simplify your accounting process, choose an accounting solution that helps you stay on top of your finances. And start making financially informed decisions today!
5  Optimize Time
The time and energy you (and your team members) spend on your Business projects is perhaps your most valuable resource. Make the most of this resource, by using time-tracking tools to track the time spent on your projects. Remember, time saved is money earned!
6  Streamline your Support Process
Great support means repeat business. And that’s reason enough to streamline your Customer Support. Customers now look forward to proactive and participator support. Your support process should take into account multiple channels and should be easily trackable and measurable.
7  Get Paid Faster
An automated invoicing process can help track time and expenses while you focus on other aspects of your business.  Many CRM systems connect to payment systems via the accounting system.  Get invoices out and get paid.
8  Create a Customer Community
Do you have an online customer support community where your customers and employees can interact, share feedback, discuss ideas and brainstorm?If not, set up a forum where you can engage them and gather valuable insights.
9  Go Social
Social media is more than just an extension of business ethics. Your customers are out there, having conversations about your Business (or your competitors). It’s all up to you to be a part of those conversations, engage your customers and prospects, provide support and share content that matters to them.So does your Business have a clear social media strategy linked to your overall Business objectives?  Do you know your why as in why do you care about social connectivity?
10  Don’t be afraid to talk Pricing
The pricing of products or services that your Business offers is probably not the main decision-making factor for your prospective clients. But, it certainly is important.Here’s why you shouldn’t be afraid to list prices on your Business website.

If you would like to discuss any of these points or would like further information, please contact us or email us today.

Are You Identifying Your Target Prospects?

Recently attended a social media webinar. As one of the topics, developing your target market was discussed. I decided to share a bit of our methodology and practice.

Do you know your target market?

We find many clients have a brief description of their clients and that just isn’t enough information to identify the best future prospects. You must be spot on with your defined targets in order to maximize your results – brief is just not enough!

Recently we composed a simple survey for a few of our clients. This survey asked simple questions but became very difficult as we pushed each to investigate and understand more about their clients and future prospects. It really is surprising how, as business leaders,we think we know our clients, but when surveyed can’t answer completely or with factual back up. Many tend to answer from the gut feel of who they work with. Again, not enough.

Ask yourself, can you identify the following 3 characteristics about your best customers?

Try the following:

1. Do you know the age range of your client?
2. Product types – what do they produce or provide?
3. When and what was last purchased by your client from your company by month and product?

For most that looks simple, but try it, answer those 3 questions about just the clients or prospects you talked with today.

Without a great memory or a good CRM system, you may find that a bit difficult. If you deal with 20-30 clients or prospects a day, that’s roughly 5200-7800 contacts in the last year. Sending out campaign emails, brochures and other marketing items to 5200 prospects can get very expensive. Even calling them again can be expensive. So being able to properly identify and target is a must to maximize your successes. As you spend money on marketing campaigns and programs, it is critical to be able to communicate with those best suited to utilize your products and services.

These simple questions and your ability to answer them will allow you to understand if you really know your clients. If you don’t know your clients well, you can’t expect to gain new clients from the prospect pool easily and economically?

The reason we focus in this targeting regularly with our clients is because we know a key component of a successful CRM system is knowing what to track, who will the messages be targeted to and when is the best time to communicate. Connecting to the RIGHT PERSON at the RIGHT TIME with the RIGHT MESSAGE is key to being successful. So, analyze and know what your key benchmarks are. Then incorporate just 3 of these keys into your prospecting database. Having just 3 relevant facts about your clients in order to build a prospect set is a beginning to a successful campaign.

With CRM systems, such as those provided by our team at TeamAutomation, you can store this key information easily, access it with speed and act on it to provide opportunities with speed.

We would enjoy assisting you in identifying your target market. For more information, contact us or call today.