What you need to know about CRM Systems

Do I need a CRM system?

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The simple answer is yes. If you are spending time, money and effort generating enquiries then there is nothing worse than letting them disappear without converting them. A CRM system allows you to ensure you know exactly where each lead is in your sales pipeline.

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What makes a good CRM system?

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There is nothing worse than having to change your processes to fit an IT System. The system should be adaptable to your journey. Being able to change the steps in the CRM system is key to making it as easy as possible to use. It should also be simple, easy to learn and update after each interaction with an enquiry. If it’s easy to use, your team will use it.

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Should a CRM use automation?

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We believe that too much automation is a bad thing. Yes it might speed things up a little, but it feels automated to the enquirer. They know that you aren’t taking the time to personalise messages and responses to them, making them feel unimportant and undervalued. Of course, use templated responses, but adapt them to ensure you are answering the enquiries questions specifically.

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Automation can also mean your team aren’t engaging with the CRM software and therefore your enquiries. If it’s all done for them they aren’t building knowledge and relationships with those people you want to convert to paying customers.