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You may be wondering if you even need a CRM solution. That’s a question that many, especially smaller companies, ask themselves. Well, the answer is pretty simple, especially since even more affordable or free CRM systems are extremely powerful nowadays. If your company sells products or services to customers and you want to grow or increase sales, you have a need for a CRM. However, if your sales are sporadic and infrequent, you can probably survive without a CRM.
So, that was the short answer- and now here comes the long one:
As the proverb goes; “what brought you here won’t bring you there.” This statement can be applied to a developing business. During the start-up phase, you may have relied on Excel spreadsheets, or something similar, to track sales orders and inquiries.
But with the growth of a company, the complexity also grows. Not only do you need to manage sales orders, you also need to monitor turnover and the sales cycle. Every company which has grown has certainly also experienced growth problems. But how do you know when you need a CRM? Here are five signs that tell you it’s time for a CRM system:
You have to painstakingly gather information about a customer
Have you ever talked to a customer who asked a question and you have had to search for an answer for over an hour? Please do not believe that the technologically savvy customers of today have enough time for that. They can easily and quickly move to one of your competitors, who has the suitable and tools to stand out in a hyper-connected world.
When it comes to customer information, the last thing you need and want is data scattered around different locations: you have a Post-It note, an Excel spreadsheet and multiple unsynchronised pieces of customer information in various places. The problem is that the different but also relevant information is separated. The result: you can’t make a strategic decision.
To maximize the effectiveness of your sales, you need to capture data at every stage of your customer life cycle. How do you get a complete picture of your customer relationships when different people document and track customer interactions in different ways? And it’s exactly at this point that you should notice that you need a CRM system to structure your data in a way which allows customer-focused employees to store and access information in a central location.
You no longer have to painstakingly compose spreadsheets, notes and emails to determine the history of a particular customer. With a CRM system, you can quickly access important sales and management reports.
No CRM, no follow-up
If you don’t send bills, you won’t be paid. As a result, you will not be able to pay your bills and keep the business running. If you do not send payment renewals on time, you can lose an important part of your business. If you do not use a CRM system, you will lose data.
There is simply no more efficient way to organise your data and information. How are you currently reminded to send an invoice or renewal? A CRM system can do that automatically for you. Additionally, your CRM system can show you the customers who need more attention.
You’re lost if you’re not in the office
Because we live in an extremely networked world, it is theoretically easy to work from anywhere, anytime. However, without a CRM system, this will not be the case. If your sales team needs to attend a conference, how can it keep up with new customer information without having to go to the office?
Nowadays, your sales team need to stay up-to-date on the go. They may receive valuable information locally, but if they are forced to take notes elsewhere, the information can only be shared when they return to work. With a CRM system, you can enter information in real time — from anywhere, anytime. This significantly reduces the risk of losing information.
Mobile CRM solutions are particularly efficient as they, for example, allow your sales team to access the system from any device.
Without automation, you’re overwhelmed by the daily sales routine
If you spend more time searching for data than looking after customers, you know you urgently need a CRM. When it comes to Excel versus a CRM, there is a clear winner. In an ideal world, you want consistent sales reports that will match your progress and your targets.
How long does it take to manually figure out how many leads you’ve processed in the last week, last month or last year? Which of your sales employees is the most productive? How long does your sales cycle last on average? All of this data needs to be understood, but it’s just too awkward and time-consuming to capture it manually.
A CRM function is therefore the logical choice for creating advanced reports. Remember: data is power.
Your business is growing faster than you can
As your business grows, you need scalable sales processes. At this point, you’ll probably begin to understand why you need a CRM solution. Problems often start with having manual processes that are inconsistent within your sales and marketing teams. If you only get five leads per day, then it might be okay to use a spreadsheet. But if more than 20 leads come in daily, you need a more advanced solution.
You do not want to hire new employees only for the existing ones to leave because they’re frustrated by manual and inefficient processes. You want more leads, but you can’t even track those you already have? Maybe you have a sales representative who stores information on his phone and another who writes it down in his notebook. With this kind of inconsistency, there is no insight for managers or others. As your business grows, you need sleek processes and clear policies.
When employees leave the company, they can easily take their contacts and information with them. A CRM system stores all the data on one platform, so you always have an overview of your leads and your sales cycle. Additionally, there are individual access rights so if anyone leaves, everyone else still has all the data if needed.
The CRM in Bitrix24 is a platform for organizing and tracking interaction with potential and existing customers, partners, agents and other contacts.
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Overview of our services:
- CONSULTATION AND CONCEPTION. No two companies are alike: LINXYS analyses your company’s current status and works with you to find the optimal goal.
We will gladly arrange a free introductory meeting with you and introduce you to the basic principles of networked working using a social intranet. At this meeting, we discuss the personalised options for your company with those responsible.
- IMPLEMENTATION. LINXYS implements your project according to your individual needs. Transparent and continuous communication with our customers is standard practice for us. Together with LINXYS, make your intranet the place where you can reach your employees and communicate with them at an equal level. As a comprehensive partner, we accompany you and, with the right solutions and strategies, we ensure that you can successfully advance the performance of your company.
- SERVICE. Optimal and individual: your new digital enterprise platform. From corporate branding to individual interfaces, LINXYS always focuses on your company and your individual internal processes.
- SOLUTIONS. Introduce professional changes and convince your employees of the added value. LINXYS offers individual solutions — before, during and after the rollout.
- WORKSHOPS. Improve efficiency and simultaneously reduce costs through employee acceptance. LINXYS conducts tailor made workshops to reach these goals.
Ossian C. Scheller / M.A.
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