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Turn customer relationships into sales with contact management software
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Tell us how you use contact management software to boost revenues.
Tell us how you use contact management software to boost revenues.
Use contact management software to track customers and turn that data into increased revenue by linking and sifting data, then taking action and observing the results.
You can do a lot more than keep track of names and phone numbers with contact management software. Contact management programs let you take detailed notes on each customer, pass that to other sales associates or employees, set up alerts, sift data, and never miss an opportunity to bring in additional revenue.
Several solutions are available, including desktop software (such as Maximizer and GoldMine) and Web-based products (such as Salesforce.com). What do you get by purchasing one of these packages instead of just using Microsoft Outlook, which you may already have? Here's how to decide and how to get the most from your software:
1
Consider the size of your customer base
If you deal with only 10 or 20 potential clients, taking notes in Outlook, a spreadsheet, or a word processor file for each customer may be sufficient. If your potential customers number in the hundreds or thousands, however, contact management software can help you identify hot prospects, stay on top of each customer relationship, and close more sales.
If you deal with only 10 or 20 potential clients, taking notes in Outlook, a spreadsheet, or a word processor file for each customer may be sufficient. If your potential customers number in the hundreds or thousands, however, contact management software can help you identify hot prospects, stay on top of each customer relationship, and close more sales.
2
Focus on identifying sales opportunities
"It's not just a bunch of notes in a record," said Rich Katz, president of LoanToolbox, a mortgage broker training company. "In Act, I have a drop-down for the length-of-time in business with each customer. I can say, 'Give me a list of all the people that have been in the business for five years or less, and that have production of x or y in their business marketing.'" From the Act report, he can put together targeted campaigns for that group of customers.
"It's not just a bunch of notes in a record," said Rich Katz, president of LoanToolbox, a mortgage broker training company. "In Act, I have a drop-down for the length-of-time in business with each customer. I can say, 'Give me a list of all the people that have been in the business for five years or less, and that have production of x or y in their business marketing.'" From the Act report, he can put together targeted campaigns for that group of customers.
3
Integrate the software into your daily workflow
"I've probably increased my revenue by 50 percent, no doubt, because it's all about timing," said Michael Schell, Founder of the Approved Group, a research publishing and corporate training company. He uses Maximizer software for contact management. "Each day, I see my tasks and appointments to call people back and do the follow-ups. I wasn't leveraging that before."
"I've probably increased my revenue by 50 percent, no doubt, because it's all about timing," said Michael Schell, Founder of the Approved Group, a research publishing and corporate training company. He uses Maximizer software for contact management. "Each day, I see my tasks and appointments to call people back and do the follow-ups. I wasn't leveraging that before."
4
Set reminders for each customer
Schell says that with contact management software, you can avoid not calling a customer for 8 months when there's nothing going on. "You had this great groove and connection, and you kind of blew it because you never followed up to keep in touch," Schell said.
Schell says that with contact management software, you can avoid not calling a customer for 8 months when there's nothing going on. "You had this great groove and connection, and you kind of blew it because you never followed up to keep in touch," Schell said.
5
Replace your assistant
Shep Hyken, owner and president of Shepard Presentations, a company that helps other firms build loyal relationships with their customers and employees, uses GoldMine to automatically create lists for postcard mailings with different promotions (among other tasks). "I believe GoldMine takes the place of the equivalent of a part-time employee working 15 to 20 hours a week, managing these promotions. It's a money saver from the standpoint of time, and one less employee I have to hire."
Shep Hyken, owner and president of Shepard Presentations, a company that helps other firms build loyal relationships with their customers and employees, uses GoldMine to automatically create lists for postcard mailings with different promotions (among other tasks). "I believe GoldMine takes the place of the equivalent of a part-time employee working 15 to 20 hours a week, managing these promotions. It's a money saver from the standpoint of time, and one less employee I have to hire."
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