Customer Relationship Management popularly known as CRM is a strategy used by organizations or businesses to manage their relationships with customers. CRM systems also help connect businesses to customers, enhance profitability, and simplify processes. Basically, a CRM system is a unique tool used to manage sales, productivity, and contacts. The main objective of a CRM program is to improve the relationships of a business or company with customers. Here are 12 ways of customizing your CRM program:
1. Customize Lead Information
It is imperative to think about the type of data needed by your business or company from leads. This will allow you to make well-informed decisions and take the best actions on various leads. For instance, in order to guide upcoming marketing investments, you almost certainly want to capture various lead sources.
Similarly, to understand your sales funnel better and know the right actions to implement next, you likely want to familiarize yourself with the sales stages of your leads. This information will also help you find out where potential customers get held up, enabling you to come up with ways to expand sales performance.
2. Customize Customer Information
Gathering the right customer data will allow you to make good use of market and customer segmentation. Segmentation allows you to prioritize your resources and make better business decisions. Moreover, it enables you to approach potential customers in a more effective and customized way. For instance, you can send personalized email marketing campaigns to particular geographic regions, industries or market segments.
3. Customize Prize Quotes
When potential customers ask for price quotes, don’t give them random numbers on spreadsheets. Instead, if a prospect requests for a price quote, use that chance to position your business as an influence in the industry. Personalize price quotes to show the ability of your company to solve client problems.
4. Customize Reports
It is imperative to be fully aware of the most helpful reports in your business. For instance, find out your most active sales representatives and what drives their success. There are numerous ways to customize reports thus find out what’s right for your company and personalize your solution to make the necessary reports. For additional ideas, take a look at the top ten must-have reports.
5. Customize Activity Types
A powerful CRM system should tell you what’s producing the right results and what’s not. Therefore, it is important to find out particular activities performed by your service and sales teams that don’t work. Doing so will allow you to create personalized fields to monitor them. For instance, look into follow-ups, initial calls, annual check-ups, demonstrations and more. This information will enable you to determine your working techniques and prioritize your resources.
6. Customize Templates
CRM can help increase your productivity and results. You can only achieve this if you create templates for both marketing and sales correspondence, including letters and emails. Standardizing the material you send can help monitor and optimize your outcomes. In addition, you can write catchy emails just once and use them several times if need be.
7. Customize the Buying Experience
Potential buyers may seek additional product details from your sales team. It’s important that your business is well-attuned to the client journey of your target audience to allow it to connect clients to sales seamlessly across different channels, such as chat, phone, video, or email.
When a potential client gets in touch with your sales team, the team should be fully informed about the client’s mindset. Such information will allow your sales team to connect deeper with the prospect and encourage them to make a purchase.
8. Customize Customer Communications
Customizing your communications can help make your potential clients feel special. Therefore, consider adding potential customers’ contact records and activity tracked by analytics tools to your CRM. Using this information, you can easily personalize emails based on client behavior and preferences.
9. Customize Timely Outreach
Customizing CRM will enable your business to understand your target audience better. This will enable you to nurture good relationships with your prospects after, during, and before purchase. Although it is prudent for your business to be prepared for inbound clients, your business should from time to time reach out to potentials.
Your business can reach out to prospects by sending timely coupons or sending advance offerings. Note that knowing how and when to contact your prospects can determine whether you’ll see them again or not.
10. Smarter Digital Media
A customized CRM program can help your business recognize potential targets to contact with various offers. Analyzing the purchasing behavior, previous purchases, and timing of like-minded target customers can help you place display media perfectively in a non-invasive way. Leveraging search and social data can help your business customize useful information and messages to prospects.
11. Customize Customer Interaction
Your business needs real-time data to deliver valuable customer communication. Real-time data can help improve the value of your customer relationship. Customize CRM notifications to determine customers who haven’t accessed or purchased your product in months.
Doing so will help you stay alert and more importantly, your sales reps can extend special offers to inactive customers to keep them coming back. HubSpot and Kissmetrics are popular analytics tools you can use to reignite relationships with customers. The best thing about these tools is that they integrate perfectly with CRM.
12. Rearrange Your Inactive Customers
Canceling inactive customers isn’t a good idea. Customers who haven’t purchased or used your service for a long time are more likely to make purchases than new potential customers who know nothing about your business. For this reason, consider customizing your CRM to reconnect with your inactive customers through email.
Conclusion
Usefulness and usability are two of the very important features of a CRM program’s success. If you have a useful and usable CRM system, your sales team will make good use of it. More importantly, your sales team is likely to get more value out of a useful and usable CRM program. For this reason, it is import to learn how you can customize your CRM system to make it serve you better. Customize things such as contact information, reports, and activities to suit the various needs of your organization.
