Retaining the Right Clients
Posted: Mon Jan 27, 2025 4:27 am
A well defined sales process gives a sales organization the same advantage. It should have logical and defined steps that allow both parties to develop a better understanding of each other and a set of questions that help you qualify or “disqualify” an opportunity.
A Good CRM Maximizes Results
When we meet with a new client, we always inquire about their sales process. A VP we recently met responded: “why yes of course, we use XYZ.”
Yet he openly admitted that he struggles with forecasting, prospecting, and difficulty distinguishing strategic sales from opportunistic ones. His people were spending too much time with unproductive activity, in the little activity he was able to glean from the system.
(Unfortunately, no software will pick up the phone and do a cold call.)
The clients who do use the software to support their process tell a different story. Activity is focused on the client experience.
It is still true that getting new business from an existing albania telegram data client is much more cost efficient than from new prospects.
No, I am not saying you should stop prospecting. But don’t ignore those that have rewarded you with their business. Show them some love. Make it easy for them to deal with you, and hard to leave you.
A good CRM (process and software) provides you with a complete view of the client while allowing you to align your resources to maximize results for both.
Reducing service calls, reducing time to respond, reducing the effort to take orders, reducing the cost of sale, increasing their satisfaction level, and creating a mutual economical value all add to the relationship.
The data available to you will also help segment your clients better so you can decide where you want to put your focus and determine which clients you may want to offload.
Remember that some 30% of your lowest margin clients suck over 50% of your resources. A CRM process done right can assure that you are retaining the right clients.
A Good CRM Maximizes Results
When we meet with a new client, we always inquire about their sales process. A VP we recently met responded: “why yes of course, we use XYZ.”
Yet he openly admitted that he struggles with forecasting, prospecting, and difficulty distinguishing strategic sales from opportunistic ones. His people were spending too much time with unproductive activity, in the little activity he was able to glean from the system.
(Unfortunately, no software will pick up the phone and do a cold call.)
The clients who do use the software to support their process tell a different story. Activity is focused on the client experience.
It is still true that getting new business from an existing albania telegram data client is much more cost efficient than from new prospects.
No, I am not saying you should stop prospecting. But don’t ignore those that have rewarded you with their business. Show them some love. Make it easy for them to deal with you, and hard to leave you.
A good CRM (process and software) provides you with a complete view of the client while allowing you to align your resources to maximize results for both.
Reducing service calls, reducing time to respond, reducing the effort to take orders, reducing the cost of sale, increasing their satisfaction level, and creating a mutual economical value all add to the relationship.
The data available to you will also help segment your clients better so you can decide where you want to put your focus and determine which clients you may want to offload.
Remember that some 30% of your lowest margin clients suck over 50% of your resources. A CRM process done right can assure that you are retaining the right clients.