Archive for the ‘Sales’ Category

An Effective Use of CRM

March 24, 2008

In an earlier post, I wrote about the importance of keeping in touch with your customers after the sale is made. Shortly after publishing it, I received an email from Hotel La Meridiana in Sorrento, Italy doing nothing but wishing me a happy Easter. My wife and I stayed there for one night last summer during our holiday. The hotel was nice (nothing fancy), and upon our departure, we decided that we might stay there again if we ever return. I can’t say that this email changed our perception of the hotel, but it has changed our perception of the type of people who run the place. Making the effort to stay in touch with a couple from Cincinnati, Ohio who stayed there for a single night because it was cheap and had a vacancy means something to me.

What does this mean for your business? Clearly, staying in touch with people matters. How do you do that? Make a minimal investment of time and expense in a Customer Relationship Management system. You can sign up for an account with any software as a service CRM package today. Salesforce.com, SugarCRM and Hinutech CRM (shameless self promotion, I know) are best of breed and can help you quickly keep track of all of your customer interactions. You can track important dates, create marketing campaigns, capture support issues and establish sales pipelines that help you guide your contacts to prospects to customers. Moving to a CRM solution takes some effort on your part, but when done properly, a system like this can really help you make an impact on your customers and allow you to be an excellent resource for them.

Who knows? Some random person might even link to you in their blog some day because of a thoughtful email you sent them through your system.

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Keep In Touch

March 23, 2008

So, there is a great way to get repeat sales from customers — keeping in touch after a sale is made. Most businesses fall short in this department, and subsequently, miss out on the opportunity to truly wow their customers. Getting the first sale can be easy. The difficult part comes when you maintain a relationship with a customers, work to resolve issues with them and be an on-going resource for them. It’s hard work. The good news is that once you have a few people who know and trust you, then your sales process becomes much easier because you now have them selling you to their colleagues.

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