You know you need to drive sales, and that means investing in CRM software.
But how can you justify this purchase to your CFO? Whether it’s consulting time, resources to manage it, or software, it all comes at a price. Upper management must weigh competing requests and determine the best allocation for resources. How can you make sure your request makes the cut?
It’s tempting to lean heavily on ROI, but so will others in your organization. It’s not hard to make the case for ROI for any project. To win your case – and the investment you need to succeed – you need to stand out.
That’s why you need to tie your request to established executive goals. By demonstrating the multiple solutions your CRM will achieve and how those solutions contribute to company values and priorities, you will make a strong, compelling case. Besides revenue growth – the most important goal – be sure to tie your request to key goals your customer-focused business executives hold dear.
Know your ideal customer.
You may think you know your company’s target client, but it’s time to get personal with the ideal customer. If you can specifically speak to the details that set your ideal customer apart, you can better articulate the necessary actions that will drive the customer’s desired response.
If your business leaders know this ideal customer intimately, they will make stronger business decisions across the board. First of all, they will more wisely make advertising decisions, making the most of each dollar where it counts. Secondly, branding decisions will become clear, as the message that resonates with this customer will be obvious. Business development will become more focused with this information, and the resources for development and sales will be allocated to the right areas.
This is why your CRM software’s database is so valuable. By recording the customer attributes, it gives you a pee k into who your customer really is. The CRM system does not just record the interactions of each customer, but even the results. This gives you a more complete picture of what your customer is really like.
Know your customer’s issues.
This information is vital if you want to find out who your ideal customer truly is. But even more important is to grasp what issues the customer is facing. Sales people will uncover these hopes, dreams, and struggles as they interact with customers on a daily basis, and they will record it in CRM. This allows the entire organization to gain a deeper understanding of the customer, resulting in better customer service.
These are just two ways that a CRM system can benefit your company and your sales team for increased revenue. The entire organization, top to bottom, wins with a deeper understanding of the segment you serve and what makes them tick.
Here at TGO Consulting, we can implement and customize CRM software to your ERP solution as an enhancement to fit your company’s needs. Contact us today to learn more!