At the heart of every CRM system is a CRM template. Make sure that your teams don’t miss asking the right people the best questions. Check out these fields and see if your CRM template is as effective as it could be!
Whether your product or service is for other businesses or freelancers, it’s paramount to know their position, job title, and company name. This allows you to identify stakeholders and key decision-makers that will likely need your product or service.
A customer’s name is the fundamental element of a lifelong relationship. According to Campaign Monitor, personalization increases email inbox open rates by as much as 26%. In a crowded marketplace where everyone is trying to sell you something, sometimes being called by your name makes a huge difference.
After learning about your potential lead, the next step is knowing how to engage with them. With the rise of social messaging platforms, you can find a way to interact with people even without knowing their traditional contact details. To achieve institutional memory you have to make sure the data stays not just with your sales team but with your company.
Estimated Customer Lifetime Value (CLV)
When a company begins to grow its CRM system, there needs to be a way for your team to know the estimated value that you expect to get from your customer and their company.
Once you have the Customer Lifetime Value, you can determine where to spend your team’s resources and prioritize nurturing high-value relationships.
First and Most Recent Contact
After engaging with your customer, it’s necessary to keep track of when you last interacted with them. Being able to identify how long each stage of the CRM system will reveal how to improve it.
Whether it’s in the demo, pricing discussion, or pilot stage, it’s good to know exactly where you are with each of your customers. When you are aware of the objective for your recent contact was, you’ll know where to bring the conversation next. Status tracking helps for when the relationship has to pass on from one employee or department to another.
After you’ve made the first touch, it’s important to note when the right time to follow up is. Many executives have their hands and their schedules full; they would appreciate timely follow up. On the other hand, not timing it can make you appear unprofessional. Make sure to give just enough time to engage people without being too pushy!
It’s important to remember the little things. Whenever a customer shares their opinions or preferences, it’s a token of their attention and time. They may have change requests or reservations about your product or service that you’ll need to address before your next engagement.
While the CRM processes are different per company, customizing the right fields is only one part of the equation. Authenticity, usability, and timeliness of the data are equally important. Avoid making mistakes during the data entry process by partnering with integrated systems such as Hey DAN’s Voice to CRM solution. Get the right data to the right people at the right time.