Not every business needs a CRM system.
Here is how to decide if a CRM is right for you.
Does your company need a Customer Resource Management System (CRM)?
Maybe not. Are you a one-person company? Do you have a small number of leads and active customers – few enough to remember their details in your head (or with a notebook)? Is your current process working? If so, STOP READING! Go do more of what you are doing now.
On the other hand, are you closing the new business you should be? Losing track of customers? Forgetting those important to-dos? It’s easy to remember the details, preferences and personal quirks of your customers when there were just a few of them. But as your business grows, you need tools to track and manage those essential insights. And as you add more salespeople, to facilitate a seamless customer experience.
Not sure if you need a CRM? Here are some reasons why you might
Have more prospects and customers than you can remember? Is your follow-up falling through the cracks? If so, you need a CRM system so that no prospect or customer gets forgotten. And when you do contact a prospect in the sales cycle, you have the history of previous contacts at your fingertips, and the tool to set future reminders and follow up tasks.
Have a long sales pipeline? If your sales process takes over a few weeks, you might not remember where each prospect is in the sales pipeline, and what happened in the last call. A CRM tracks your prospects through the sales cycle, keeps a record of all interactions, and prompts you to take the next step.
Have repeat customers? A CRM provides the tools to track your customers, record interactions and nurture the relationships. So when they are ready to buy again, you are top-of-mind.
Have a sales team? Then you want access to the details of their prospects, so that you can monitor what they are doing, and to make sure that if they leave, their sales pipeline doesn’t leave with them.
Want to do sales forecasting? Then you need to record the opportunities, amounts, probabilities and estimated close date of each deal, and a means of summarizing and reporting them.
Want to do marketing automation? If you want run email campaigns to send out newsletters or to do more sophisticated marketing campaigns, then you need a CRM system to store the contact information, to either send the emails, or interface with a mail system such as MailChimp, AWeber or Constant Contact, and to log the open & click results.
If the answer to any of these questions is “yes”, your business will likely benefit from a CRM system. Now how to choose the best CRM solution for your company? Here is a list of CRM systems for small to medium sized businesses to get you started.
Questions? Comments? How did you know it was time to get a CRM? Let us know in the comments section below.