If you work for a company that sells a product or service there is a good chance you’ve heard of a Customer Relationship Management system, which is better known by its acronym, CRM.
For those not familiar with CRMs, the simplified definition would be a tool to organize sales leads. While it expands well beyond a sales organization tool, for this blog’s purposes we will focus on the sales side of things.
Some of the primary sales benefits of a CRM include:
- Contact Database
- Conversation Log
- Deals Tracker
For businesses that don’t use a CRM or haven’t been using it well, those four benefits could not only help you close more business, but also help you save time in the process.
So let’s start with closing business.
Increase sales with your CRM
In and of itself a CRM is not going to increase sales. It’s not a magic tool that automates the sales process. If that was the case, there wouldn’t be a need for a post like this. You all would be using a CRM to its fullest already.
However what a CRM does is help you organize yourself to better reach your sales leads at the right time. With a CRM, you have the ability to organize hundreds or thousands of contacts with timely reminders to reach back out with a phone call or email. CRMs can also house years of notes, logged calls or sent emails. This can be extremely helpful when pursuing a lost opportunity from the past.
The more rapport and knowledge you bring back to your conversations, the more trusted you will be by your prospect. Also, let’s be honest, typically no day in the life a salesman is the same. Since most of us don’t have personal assistants telling us who to be in touch with today, the CRM can act like that assistant, and give us a higher opportunity to be top of mind and close the sale.
Some of you might still be a bit hesitant or think your excel spreadsheet is just as good as any CRM tool. Well let’s talk about time saving.
Save time by using a CRM
Excel spreadsheets have been a popular organizational tool for years, but the lack of true integration and automation should put the “Excel CRM” to rest.
Most CRM tools offer some sort of automated logging system. That means you can most likely sync your email to your CRM eliminating that tedious task of logging the notes from your email twice. Some CRMs also offer calling from the tool, which for reporting purposes will automatically log your calls.
The other huge time saver comes back to the reminder feature. With task reminders you don’t have to constantly refer to your excel spreadsheet for today’s tasks. You will receive an email letting you know when it’s time to reach out to a lead.
So hopefully you’ve bought into the idea of using a CRM by this point, but the question is which one do you use?
Choose HubSpot as your CRM solution
If this is your first real look at CRMs you’ll soon find, like any software, there is an array of choices. The most well-known CRM system is Salesforce. Following Salesforce are other popular solutions like Microsoft Dynamics CRM, Oracle Sales Cloud, SugarCRM, etc. Not to mention some niche industry specific CRM systems for automotive and real estate, but that’s a whole other conversation.
So with these major CRM players in mind, which one should you pick?
From personal experience I’ve used the Salesforce CRM, and let me tell you, it is robust. There is a lot you can do and accomplish. There are many integrations to streamline the entire sales and customer support process, but that doesn’t mean it’s the right choice for you.
If you’ve made it this far in the blog post you’re probably someone who hasn’t spent a ton of time in a CRM or it’s something new you’re bringing to your organization. With this in mind I think there is a CRM system out there just for you.
Let me preface the rest of the post by letting you know I am not on HubSpot’s payroll, nor do I gain anything from promoting their CRM. I just have significant experience in the system and for the needs of E-Power Marketing it has been extremely beneficial.
HubSpot’s CRM system has three major benefits.
- It’s free
- It’s easy to use
- It accomplishes everything mentioned in this post
Many CRM systems have a price tag attached to them, and it typically has to do with the number of users from your organization using the system. HubSpot’s out of the box solution has no price tag attached to it, and for the introductory user, it’s a great system. It does everything you need from logging calls and emails (automatically) as well as setting up tasks/reminders and housing all of your contacts. HubSpot’s CRM also integrates with the HubSpot marketing software.
Ultimately, whether you go with HubSpot or not, the thing to consider when choosing your CRM provider is what your needs are, and does that CRM system solve them.
With tools like HubSpot and other free CRMs, you shouldn’t go another day without one.