Make Your CRM Profitable

CRM, Customer Relationship Management, has come a long way from the maitre d' remembering everyone's name:). Today, strong CRM systems are an essential part of successful businesses and organizations.

Everyone has CRM data, but have you become a prisoner of your CRM? How much time is spent protecting, managing, and providing historic reporting versus activating the data to drive revenues? Many businesses’ suffer from CRM paralysis; their CRM is a security liability rather than a dependable, predictable, source of revenue.

For example, I met with a very smart businessman trying to double his revenues. He believed his primary obstacles were the high cost of customer acquisition and close ratios. We discovered he had thousands of “dead leads” in his CRM as well as thousands of satisfied one-time customers. Utilizing his existing data, the implementation of automated Sales Funnels will get him to his goals. We launched an automated Sales Funnel that converted dead leads to new customers. This drives revenue, lowers acquisition costs, and increases close ratios. Here’s how to get your CRM, standing, walking, and finally running for your revenues:

• Realize that without automated Sales Funnels, a CRM is a customer record and sales management tool, NOT a proactive revenue generator.

• Determine the top 3 reasons your product or service is purchased. Does your CRM identify people by these data points?

• Build automated Sales Funnels to target your CRM data with these 3 reasons.

• Avoid Marketing "SQUIRRELS'; Data that is not actionable is a squirrel, don’t chase it:)

A CRM without the support of automated Sales Funnels is like an old Basset Hound; a hungry, unproductive, liability. Sales Funnels are the new dog that’ll hunt:).

May your revenues soar as in the wings of eagles.