I recently had a prospect ask me to help him make a case for CRM in his business. After learning more about his unique situation and giving it some thought, I came up with a list of questions that he should ask himself. I think this list could apply to many companies.
Do we need a CRM solution?
A full suite CRM solution like Sage SalesLogix can impact every area of your business. You don’t necessarily want to take on everything at once, but you should consider the impact that a full suite and fully integrated solution might have on the bottom line. Alternatively, what is the cost of the lost opportunity if you do nothing?
Ask yourself these questions:
1. Can we do a better job with the information flowing to our customers?
- A good CRM system will help you capture useful details about a customer including sales history, service records, responses to marketing campaigns, demographics, and not to mention, a complete picture of call history and email activity.
- A good CRM system will allow your customers and prospects to interact with you through a web portal for sales or customer service functions.
- A good CRM system will provide quick and easy grouping capability to create call lists for internal or external call handling.
2. Could we benefit from the ability to analyze data more effectively using an integrated system?
- A good CRM system will allow for integration with most accounting or ERP packages to push and pull data between systems and avoid double entry.
- A good CRM system will offer integrated dashboards providing a view of important information and metrics in one click.
- A good CRM system will offer integration with various E-Marketing programs for outbound marketing campaigns and tracking marketing metrics.
- A good CRM system will be easily customized to fit your particular business needs rather than your business practices changing to fit the software.
3. Can our customer service or internal processes be improved?
- A good CRM system can transform your computer into a call center allowing your staff to have customer details on their screen as soon as the phone rings.
- A good CRM system will play well with Outlook and other E-mail packages helping you automate replies and never again lose an important chain of E-mails.
- A good CRM system will help you qualify and follow up on new leads without anyone falling through the cracks.
- A good CRM system will track customer service issues and provide escalation rules to handle even the most complex processes.
4. Are we managing our supply chain effectively?
- A good CRM system will allow your supply chain to access your CRM data to collaborate and make informed decisions across the board.
- A good CRM system will help your supply chain communicate through the use of web services improving the relationship between you and your supply chain.
How can you measure the benefits of CRM?
- Is it the reduction of operating costs?
- Could it be the 360 degree view of all your data?
- Is it the higher percentage of cross-selling opportunities?
- Maybe it is closing deals faster because of more efficient follow through with leads and customers.
- Could it be a result of the more efficient marketing and sales processes provided by an increased understanding of your customer needs?
- Or maybe it is because of the improved responsiveness to customer service that has led to higher customer loyalty.
If I had to guess….I think I would say ‘All of the above!’
If you would like to learn more tips or have a CRM topic you would like us to write about please contact Simplesoft Solutions, Inc. in one of our Cincinnati/Dayton (OH), Charleston (WV), or Charlotte (NC) surrounding area office locations:
Dayton, Ohio Office:
Simplesoft Solutions, Inc.
550 N. Main St. Suite A
Springboro, OH 45066
Phone: (937) 885-1204 x 3204
Fax: (937) 885-3580
sales@simplesoft.net
Ripley, WV Office:
Simplesoft Solutions, Inc.
710 Random Rd.
Ripley, WV 25271
Phone: (304) 521-2387
Fax: (937) 885-3580
sales@simplesoft.net
Charlotte, NC Office:
Simplesoft Solutions, Inc.
3635 Eastover Ridge Drive
Charlotte, NC 28211
Phone: (704) 910-3872
Fax: (937) 885-3580
sales@simplesoft.net














