Most tech companies have business models based on online sales. They generate leads through online means and then proceed to convert them through calls. There is very low physical contact with the customers, which may translate into customer relationships not being as strong as the physical stores. Then there is the issue of converting leads into sales.
Only the right message can go through a prospect’s barriers and turn them into paying customers. These messages are based on data that you have on your customers. Since you run a tech company you should be looking into a software solution for all these concerns and that’s precisely where a CRM system comes into the picture. So, without further waiting, let’s look at the role a quality CRM plays in boosting the business of tech companies.
Here are the top 4 features of a quality CRM that will highlight the role of such software solutions in tech companies:
- Detailed Customer Profile
- Distinct Client and Company Profiles
- Effective Lead Tracking
- Convenient Shared Calendars
Detailed Customer Profile
You are a SAAS company and you have to sell the new features of your product to your existing customers. What do you do? Diving into your previous customer records and using the information to contact them again sounds like a plan. But do you have the time and convenience to do all that manually? Of course, not! If you have a good CRM software at your side, you can easily view a detailed client profile featuring all the relevant information you need. Isn’t that convenient?
From the lead source to previous orders, you get all the information displayed on a single screen. You can also attach relevant files to your customer profiles so you can view them later on. Most CRMs have a pipeline management tool that allows you to make activity reminders and even link quotes and invoices to your customer profiles. When you get all this information, it becomes easy for you to make personalized messages for your customers. This information also proves to be beneficial for your sales team especially in the sales closing process.
Distinct Client and Company Profiles
Many companies buying CRM for their marketing and sales teams forget about distinguishing customer and company profiles. This may seem something to be ignored but it causes a big impact on your workflow when you have multiple contacts with the same name and they constitute a mix of businesses and individuals.
Everyone knows that B2B and B2C sales are different and you just can’t have those contacts mixed up. The right CRM solution for your business will be able to differential customer and company profiles for you and allow you to add detailed information about every single person included in the sales process. This will save you from losing sales just because you have a vague company profile of the business you are trying to sell your SAAS product.
The distinct information on customers and clients can also help your marketing team with lead nurturing, drip campaigns, email reminders, and push notifications with a high level of precision. If you are looking to have a complete overview of all customers, we recommend that you choose a sales-based CRM software that allows you to develop both customer and company profiles.
Effective Lead tracking
Tracking the source of your leads is important if you are considering to do some paid marketing activities. Sharing posts on social media, developing articles and having them posted on high ranking websites and doing effective SEO is free. But when it comes to paid marketing, you will be putting your money on the line too. This is why, if you know that from which channel most of your leads are coming from, you will be able to concentrate your marketing efforts adequately.
Effective lead tracking gives you data on how a customer found your business. Armed with this information you can also organize targeted marketing campaigns. This can help you with increasing your leads. You can also use this information to convert leads into paying customers by sending them relevant sales materials and following up on them through calls.
Some companies waste a lot of time, money and effort on marketing activities that deliver no results. Then some companies execute marketing efforts and get results, but are unsure which of their marketing efforts are actually working. If you have a CRM that effectively tracks your leads, you won’t have to bother about all these issues. You will know where your leads are coming from and what should be your next step.
Convenient Shared calendar
A shared calendar makes your sales team’s work efficient and easy. This is why you should always keep an eye out for this feature when testing a CRM software for your business. Integrated calendars in a CRM are ideal for managing important events, high-profile meetings, schedules and resources (meeting rooms).
The shared calendar feature allows you to easily link customer profiles with important events to readily see when and who you’re going to meet. This gives you time to prepare and you never miss a meeting that can land you with some good profit.
There are some CRM tools available in the market that assists you in finding mutually suitable meeting times more quickly. This saves you from lengthy email correspondences and you can either propose multiple times and dates or let the other party choose the most convenient date for themselves. After the date is confirmed, everyone will receive a confirmation email about the meeting. This is another example of how a quality CRM software makes things easier for tech companies.
These were some features highlighting the role of quality CRM in tech companies. There were examples of SAAS companies that can be beneficial for many start-ups looking to solve customer pain-points. Having customer data available and readily accessible is important if you want to push your business to the next level and a good CRM system will help you do just that.