To understand how your CRM system can drive business development, consider running through these questions with your software supplier.
- How can we most productively use the CRM software to maximise our income from our existing Clients?
For example:
- How can we more easily identify cross-selling opportunities?
- How can we pinpoint and then promote our referral programme to potential advocates?
- How can we use it to give each client the personal attention that they require (with multiple touchpoints) and in doing so, minimise churn?
- How do we use the CRM software to simplify and in doing so, make our process of finding, tracking, qualifying and converting leads more cost effective?
- For example could we run a bought-in database against your existing client demographics in order to identify new potential clients?
- How do we enhance the lead follow-up process so as to help maximise conversion rates?
- What other tools and techniques does the software have that we can exploit?
- How do we use it to make our overall business more productive?
- How do we most effectively store all client information and insight in the central database, so that it’s accessible by all designated company staff?
- How do we ensure that the software makes it easier for all our employees to work together and to deliver a helpful, responsive, knowledgeable, and therefore valuable customer experience?
- From your experience can you give us some pointers on how best to encourage our staff to invest time and energy into this resource so that they quickly become more productive?