subject: A Good Online Crm To Effectively Operate Your Customer Base [print this page] Customers are the greatest asset of a company, because it is always easier to sell to someone who knows the company and its products. There is no effort required to "sell the brand." Furthermore, the use of a product can be an up-market to a more expensive product or a sale extension offer to a complementary product.
Online CRM will effectively operate a customer base by identifying customers and making corrective actions (special promotions, offering new products, price adjustments...). It is also important to identify inactive clients and those who have a high growth potential. This can be done via qualifying a business (during a call or a visit) or via a profiling of the customer base to identify criteria that characterize the best customers (date of purchase, size, activity sector, number of employees, product originally purchased ...).
The exploitation of "dormant" client files is also a priority. In fact in all businesses there are files of prospects that are not active in the least. This can come from prospects that comment on a company blog, but are not recorded in the system, or contacts made at a party which you do not fit into the information system the company. But integrating them in an online CRM system, you will centralize all contacts in a single file to be sure to use all business opportunities.
Analysis can also be conducted through the geographical distribution of sales by analyzing areas with good sales, the departments that register under/out-performance to adapt their marketing. Finally, when economic conditions are unfavourable, we must expect to part with some employees, business and administrative. These departures entail that part of the corporate memory, customer knowledge (needs, habits) and relations disappears, and as such relationships developed over the years need to be redone.
To overcome this phenomenon, a customer management solution will keep data in easily usable and accessible software, thus enabling new resumption of activity with a minimum of continuity trouble.
Reducing the rate of loss of business opportunities
When the economy is harder, the company can no longer afford to manage its records of approximate prospects. Each file must be monitored sharply. The fundamentals of general or online CRM must be implemented as soon as possible which have the following advantages.
- Reduced sales cycle: The lead (or prospect file) is perishable, it must be treated and responded to as soon as possible before the prospect is satisfied by the offer of a faster competitor. This involves a thinning process in the company, such as: proper automatic processing of requests on the internet shop, automatic integration of the coordinates of cards collected at trade shows with a visiting card scanner that allows to reduce input time, automatic routing of incoming calls via the establishment of a CTI (screen pop-up, call loop).
- Online CRM allows for the monitoring of non-processed leads which must be automated: it is no longer conceivable not to implement a system that cannot forget to restart at key moments in the progress of a case (recovery quote, remembered when choosing the solution ...). Indeed, sometimes it is the tenacity and perseverance of the business that will make a difference. For this, recording a call, sending an automatic email X days after sending a quotation, must be automated and scheduled in the computer system of the company.
by: Jessica Barnes
welcome to Insurances.net (https://www.insurances.net)
