Let’s go for a use case in this blog! I will talk about an imaginary Mike Sutton who recently became fond of a Contact Relationship Management tool after realizing that working with too many spreadsheets is harmful to the mental health of a marketing team!
Mike Sutton recently started working as a Marketing Specialist at Mostafa’s, a large supplier of subcontinental, Asian, and Middle Eastern cuisine ingredients. He is primarily responsible for sourcing grocery store owners/managers’ contact details to sell these exotic food items to them. As demand for these food ingredients is escalating quickly, Mike decided to source leads by extracting data online and running a targeted digital marketing campaign.
His campaign was a hit and he gathered over two thousand leads. He stored all the prospect’s information, such as name, email address, mobile number, location, and business types in a spreadsheet program. Then, he started following up with the prospects in the hopes of landing an appointment or call, which can earn him a deal, while manually updating the spreadsheet.
However, after doing a couple of follow-ups with these initial prospects, he found that he is gradually losing track of the status of the prospects. It is becoming extremely hard for him to send communication materials to segmented groups and his team is ending up contacting the leads manually. This is not great because such manual labor is costing a big chunk of time.
Now, Mike wants to avoid all these hassles and mismanagements. He wants to get rid of the manual labor of sorting out, updating, and removing leads so he can allocate more time to prepare marketing materials or follow up with hot leads. From this medium article, he also learned that every dollar invested in a CRM generates $8.71 in return and adopting a CRM can increase lead conversions by 300%! Being unable to resist such a lucrative opportunity to grow the business, he decides to ditch the manual process and go for a CRM.
So, Mike started searching for a solution. Fortunately, he learned about a Contact Relationship Management system that can be used to sort, manage, and segment contacts based on the status and progress in the communication/sales process. After reading a bit more about the CRM tool, he noted 8 benefits to convince his employers.
Here are the benefits of having a CRM that he plans to tell his owner.
Top 8 Benefits of a CRM for Business
Ability to Store Leads Automatically
The CRM Mike found has a feature that allows him to store leads that are collected directly from a marketing campaign. For instance, once interested prospects submit their information via a form on a landing page, that data is automatically stored in a contact list in the CRM. Alongside this, previously collected contacts can be imported to the CRM as well. Therefore, Mike doesn’t have to worry about importing previously collected data. Actually, he doesn’t even have to worry about manually copying and pasting collected data thanks to the automation platform.
Nurturing Leads in Effective Ways
With the help of this CRM, a lead’s behavior can be tracked from the first touchpoint through the next steps until a deal is closed. Using this tool, Mike can easily identify the timing of each interaction. The dynamic pipeline feature also allows Mike to identify the most qualified leads. Even prospects who visit Mike’s site anonymously can be tracked so Mike has more data to make decisions.
Presenting Lead Data in a Dashboard
Mike can see exactly which types of grocery items are on the radar of his prospects, which gives him enough insight to engage with them in the most appropriate ways possible. In the CRM dashboard, he can see important data such as behavior tracking data, interaction history, the preferred method to communicate, and much more.
Creating Tasks for Future References
The CRM can generate tasks automatically so Mike does not have to worry about assigning tasks to team members. The specific task allocation feature helps Mike and his team to stay on track and follow up with qualified leads.
Closing Deals in a Sales Dashboard
From the CRM, Mike can get a periodic snapshot of the status of his company’s lead sourcing system and sales pipeline. The sales dashboard shows the position of leads in the sales pipeline, enabling Mike to manage all data. If needed, any team member can take ownership of any specific hot lead and send communication material to make a more personalized connection. This feature helps to decrease confusion and increase the efficiency of the marketing and sales teams.
Powerful Search and Filter Tool
The CRM can be used to view, create, update, modify, or export list data based on specific parameters from either contact information or contact reporting data. So, Mike can easily create a list of contacts based on different parameters. For instance, he needs to have a specific group of prospects that expressed interest in subcontinental spices. So, once Mike can filter out that specific group based on this parameter he can easily create a new list for this group of leads in the CRM.
Segmentation is great if anyone wants to send targeted messages to specific groups. For instance, Mike extracted a list who are specifically interested in subcontinental spices. Now, Mike can instruct his team to prepare relevant communication material to send to those leads, which can increase the possibility of closing deals with them.
It is important to know the location of a lead in the sales pipeline. The style of approaching a prospect who is in the initial stage of sales must be different than the style of approaching a lead in the final stage of a pipeline. Mike can also manually add leads to a specific stage of a pipeline. Imagine, a store owner found Mike’s email and expressed interest to buy some Asian food ingredients. That prospect needs to be put in the final stage of the pipeline, instead of the initial stage. So, Mike has full control of managing the pipeline as well.
Mike believes that these features are good enough for him to convince his employer to adopt this CRM system. After all, the more deals he can close, the more revenue he brings to the company!
If you too are looking for a powerful CRM to boost up your sales process, try SimplyCast’s CRM. Store your leads and know the status of them when you manage your prospects. SimplyCast’s CRM allows you to contact your leads in the most effective way to appeal to them and helps you to nurture the leads and build loyal and lasting relationships, boosting the conversion rate. There are more features in this powerful CRM that you can explore.
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