To understand how CRM software can help you manage customer relations, you first need to understand the prospecting process.<\/p>\n
That’s what we’ll try to do in this article.<\/p>\n
<\/h2>\nWhat is a CRM?<\/h2>\n
A CRM (Customer Relationship Management) is an IT solution that generally supports sales teams throughout the sales prospecting and sales cycle.<\/p>\n
The CRM solution brings together a range of functions to facilitate the management of the relationship between sales reps and their prospects\/customers.<\/p>\n
There are several names for CRM: customer relationship management software, CRM software (Customer Relationship Management).<\/p>\n
The sales prospecting process<\/h2>\n<\/h3>\nCommercial prospecting \/ Definition<\/h3>\n
Commercial prospecting \/ Definition<\/h3>\n
Sales prospecting defines the process by which a company seeks to acquire new customers, suppliers or build customer loyalty.<\/p>\n
<\/h3>\nThe sales prospecting process<\/h3>\n
Prospecting requires a strategy. You need to identify your objectives, your future buyers, your future suppliers and the customers you want to retain.<\/p>\n
You then need to analyze their behavior, know where to find them and establish a strategy before contacting them.<\/p>\n
The prospecting process can be broken down as follows:<\/p>\n
<\/h4>\n1\/ Identify your target<\/h4>\n
You need to draw up a profile of your potential customers, suppliers or customers you want to retain, whatever your target (B2B or B2C). At this stage, you need to answer the question “Who is the target audience for your product or service? This involves creating personas.<\/p>\n
For example, for prospects<\/u><\/p>\n For suppliers, for example<\/u><\/p>\n For example, for customers<\/u><\/p>\n You need to create a data file containing all the information you deem relevant to your business, from your potential buyers, suppliers and customers.<\/p>\n There are several ways to prospect. You can use telephone calls, e-mail, physical contact (via events, for example), social networks, etc.<\/p>\n Depending on your prospect’s profile, you need to determine which channel is the most relevant and the message you want to convey.<\/p>\n What message will you send? What medium will you use (sales brochure, flyer, etc.)? What’s the deadline? When will you send out the reminders? Etc.<\/p>\n It’s time to take action and implement your prospecting strategy.<\/p>\n An analysis of the prospecting process highlights several elements:<\/p>\n Office solutions such as spreadsheets can quickly reach their limits in customer relationship management.<\/p>\n If you’d like to go further on the subject: Excel’s limits in managing your business<\/a><\/p>\n This is where customer relationship management software comes in handy.<\/p>\n It comes into play at every stage of the process, supporting the salesperson in his or her prospecting and automating certain tasks to save time.<\/p>\n This feature enables you to store information on your company’s prospects, customers and suppliers.<\/p>\n This makes it easier to segment the database, update it and, in short, organize your contacts.<\/p>\n Business alerts make it easier to complete daily tasks. It informs you of missing documents, signatures to be made, a prospect or customer to call back, etc.<\/p>\n It also improves the quality of customer relations.<\/p>\n Exchange histories make it easier to manage and monitor business relationships. This allows you to keep an eye on what’s been done: signatures, missing documents, e-mails sent, and so on.<\/p>\n What’s more, the sales person can make the best offer at the right time.<\/p>\n The dashboard compiles important information linked to the salesperson’s activity. This can be key figures, appointments to be made, sales achieved, etc.<\/p>\n This feature allows you to organize your daily tasks and, above all, get a quick overview of your business.<\/p>\n This feature makes it easy to track sales activity: sales pipe, new contracts acquired, proposals won, etc.<\/p>\n It also enables strategic decisions to be made based on the conclusions drawn from the graphs and reports.<\/p>\n This feature gives you access to strategic data, such as quotations sent and files in progress, so that you can put in place a plan of action, such as a reminder or a sales proposal.<\/p>\n Sales people are increasingly mobile, so having a solution that can be accessed from anywhere is crucial.<\/p>\n CRM tools in SaaS mode are very practical, as they provide mobile access to the company’s information system.<\/p>\n In this way, sales staff always have access to company data: customer files, a consultant’s CV, and so on.<\/p>\n Combined with a mobile application, this makes CRM much easier to use.<\/p>\n Document management saves time when producing documents (quotations, sales proposals, etc.) thanks to predefined templates. In addition, a centralized document database facilitates access to reference sales documents (company presentation, sales offers, etc.).<\/p>\n Sales prospecting is a time-consuming and tedious process, especially when the company has growth ambitions.<\/p>\n This is an important step in the development of the business. That’s why using a CRM to manage customer relations can help sales forces:<\/p>\n In short, CRM is present at every stage of the prospecting process to support you in developing your sales.<\/p>\n Read also<\/p>\n Sales prospecting has become essential for any company wishing to expand. A company can use prospecting to acquire new prospects, build customer loyalty or find new suppliers. But how can CRM help you grow your business? To understand how CRM software can help you manage customer relations, you first need to understand the prospecting process. 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2\/ Building a qualified database<\/h4>\n
3\/ Determine your contact medium<\/h4>\n
4 \/ Draw up an action plan<\/h4>\n
5\/ Making contact<\/h4>\n
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<\/p>\n
8 must-have CRM features for service companies and consulting firms<\/h2>\n
<\/h3>\n
1. Contact management<\/h3>\n
<\/h3>\n
2. Sales alerts<\/h3>\n
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3. Trading history<\/h3>\n
<\/h3>\n
4. Dashboards<\/h3>\n
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5. Reporting and graphics<\/h3>\n
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6. Opportunity management<\/h3>\n
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7. Accessible on the move<\/h3>\n
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8. Document management<\/h3>\n
<\/a><\/p>\n
To conclude on how CRM can help you with your sales prospecting<\/h2>\n
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