Engage, Relate, Convert – Using a CRM to Make Your Life Easier

Forrester Research reports that leads nurtured in a customer relationship management (CRM) system will convert 47 percent of the time, and that conversion rates can improve by 300 percent with a CRM in place. Additionally, CRM can boost purchase value by 40 percent.

These are powerful statistics to consider as we move toward 2019. What are the reasons for these numbers? Today’s world demands real engagement and deep relationships with customers and prospects. Attention spans are short and our targets use multiple devices and follow multiple social media channels.

CRMs provide the infrastructure you need to build your relationships. It is impossible to touch all your contacts on a consistent and in person basis. Good CRMs enable you to:

Communicate automatically about your brand in a way that is authentic, organic, personalized and useful to your customers and prospects using email drips.
Set up dynamic marketing lists defined by you that are always up to date.
Send out one-off marketing campaigns and newsletters based on preset targets.
Drive traffic to specific landing pages using segmented marketing lists.
Evaluate customer satisfaction and buying patterns.
Deliver messaging to social media channels based on your contacts’ social media profiles.
Automate manual administrative processes. If you can create a process in your mind, you can create it in our CRM.
Create actions for every contact so that you can follow up with ease.
Maintain all emails, comments, quotes and actions in one place so that you have your notes in front of you when communicating with them.
Measure what you are doing.

A best-in-class CRM enables company-wide collaboration and information sharing to deliver excellent service and to increase overall sales team productivity. They allow you to see a 360-degree view of customers and prospects and as Forrester’s study stated, survey respondents saw a 20 percent overall decrease in labor costs.

We all share the same goals for customer satisfaction, business efficiency and revenue growth. A good CRM is the key tool to making sure you achieve these important goals. Save time and money and use your CRM to propel you into 2019.

If your CRM isn’t making your life easier or, if you do not have one, CLICK HERE and let us help you make 2019 a great, great year!

When you stack magnets, their power is exponential.

Stacking Magnets

Think about your best clients and what actions they took when first buying from you. Build magnets based on these actions. Here are examples of how to stack magnets:

Fractional CFO Service Company

TOFU – Cash-Flow Forecast Template for Founders.
MOFU – 3-part email class on “Scaling from 500K to 5M using videos.
BOFU – Free 30-minute “Financial Check” with a 90-day pilot option.

. Residential HVAC / Plumbing Contractor

TOFU – Seasonal Maintenance Checklist to Avoid Breakdowns
MOFU – Educational videos on “What To Check Before Calling For Help.
BOFU – Free home system inspection plus a discount on annual plans.

Specialty Retailer or E-Commerce Shop

TOFU – “Find Your Perfect Product Style” quiz with personalized recommendations and a small first-order discount.
MOFU – How-To Guides, Lookbooks, and Comparisons

BOFU – Limited-time starter kit, cart-abandonment coupons, and free shipping.

This “magnet stack” approach—clear value at each stage, linked to your core offer—will pull the right prospects from curiosity to commitment.

Getting it Done

Apex Advisory Group, a professional services firm, had four sales reps plus the owner selling and servicing clients, but deals were inconsistent and follow-up was ad-hoc.

Apex engaged CCC, www.cccsolutions.com, to help build their sustainable sales pipeline. The team focused on the ideal client’s journey, selected magnets, and created a sales process to manage prospects. The magnets were:

TOFU – Risk and Readiness Checklist.

MOFU – Quarterly Webinars and Case Studies

BOFU – Business Circle Invitation

CCC set up X2CRM to segment, track, and reach prospects and remind salespeople to follow up. At every stage, the CRM captured new information and responded based on specific prospect actions.

Apex Today

Apex now has a repeatable sales engine: Their magnets consistently attract new prospects, X2CRM nurtures and scores them, and the sales team focuses its energy on the best opportunities.

With CCC Solutions guiding strategy and configuration, Apex built a sustainable, measurable pipeline that increased sales while reducing the chaos of manual follow-up.

FREE ebook:
Build More Revenue with Less Follow Up Fatigue

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