Power of CRM

The Power of Customer Relationship

Management:

So Your Business Can Grow

Doug Skinner

honestintentions.com

Introducing Doug Skinner


What I’ll Cover Today

• Benefits of Following Up

• Lead Generation

• Organizing Leads with a CRM System

• Why You Need a CRM System

• Using Email Marketing Systems to Keep in Touch

• CRM Systems – the Barely Good to the Excellent

• Integrating CRM Systems for Greater Reach


Quote

“You don’t close a sale, you open a relationship if you want to build a long-term, successful enterprise.”

– Patricia Fripp


Benefits of

Following Up

Source: watcharakun / FreeDigitalPhotos.net


Quote

“Your top of the funnel content must be intellectually divorced from your product but emotionally wed to it”

– Joe Chernov, VP of Content, HubSpot


Stage 2: Qualify or Convert

Stage 3: Customer


Relationships are built on trust.

Trust drives revenue.

Content builds relationships.Stage 1: Capture Leads

Sales Professionals Agree in Three Stages

Sales Mountain


1. Lead Generation

2. Appointment Setting

3. Trust and Rapport

4. Identify Customer Needs

5. Share the Benefits

6. Close – State Offer

7. Objection Handling

8. Follow Up

9. Referrals

2

1

3

4

5 6

7

8

9Source: Eric Lofholm International

Generate multiple streams of leads?

Do You Have a Strategy to:


Key Learning Point

“I need multiple lead generation

systems.”


What is CRM?


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CRM Basic Terminology

• Cloud based

• User/License

• Logging into CRM

• Administrator – having privileges on an account

• Module

• Field

• Lead

• Contact

• Account

• Potential


Source: ddpavumba / FreeDigitalPhotos.net

Why Do You Need a CRM System?


Track

Relationships

Sources:cooldesign /FreeDigitalPhotos.net

jscreationzs / FreeDigitalPhotos.netsippakorn / FreeDigitalPhotos.net

Follow Up

Measure

Sales

Bus Cards and Rubber Bands

Spreadsheets, Outlook Contacts

Email Campaigns, Contact Manager

CRMSales/Marketing

Automation

CRM Systems CRM Systems CRM Systems CRM Systems ––––

the Barely Good to the Excellentthe Barely Good to the Excellentthe Barely Good to the Excellentthe Barely Good to the Excellent


Egg StageEgg StageEgg StageEgg Stage


Larva StageLarva StageLarva StageLarva Stage


Caterpillar Stage


Options for Email Marketing


Source: http://www.g2crowd.com/

Email Marketing Comparison

# of Subscribers Monthly Cost Notes

Express Pigeon 500Free

$8.99

1,000 emails/mo.

Unlimited emails

MailChimp 2,000 Free 12,000 emails/mo.

Aweber 500 $19 1st month $1.00

ConstantContact 500 $15 Store 5 images, or $5/mo. more

VerticalResponse 1,000 Free 4,000 emails/mo.

Zoho Campaigns 2,000 Free 12,000 emails/mo.

iContact 500 $14

Traffic Wave Unlimited $17.95


Consistently offer valuable content?



Key Learning Point

“I need an email marketing system so I

can offer valuable content.”


Quote

“Content is king, but marketing is queen, and runs the household.”– Gary Vaynerchuk, Social Media Brand Expert


Chrysalis StageChrysalis StageChrysalis StageChrysalis Stage


Source: http://www.g2crowd.com/

Options for CRM

Satisfaction

Sc

ala

bil

ity


CRM Comparison

# of Contacts Monthly Cost Notes

Nimble 3,000 Free 1 user, 5 deals

Zoho CRM 5,000 Free 3 users

Salesforce Unlimited $5/user 5 users, no lead module

MS Dynamics No data $15/user Storage may be extra

Act! No data $269 one-time 1 user

Goldmine No data$1,695 1st year,

$430 renewal3 users

Sugar 15gb storage $35/user


Manage customer relationships?



Key Learning Point

“I need a customer relationship

management system.”


Butterfly Stage


Why Zoho in Particular?


Email Integration


Promote on Social Media


Share content on social media?



Key Learning Point

“I need to share content on social media.”


Other Zoho Integrations


Are You Getting Excited?


Are You Facing

These Challenges?


Ever Felt Like This?


Source: stockimages / FreeDigitalPhotos.net

We Have Good News . . .


Source: stockimages / FreeDigitalPhotos.net

Doug’s Special Offer: Email

[email protected]

Subject line: “30 Minute Free Consult”


Mobile CRM


Setting Up Smartphone Zoho Is Simple


Questions and

Answers


Would You Like a Free Copy of this

Presentation?


You will be receiving a

follow-up email with details

about how to access the

slides and a recording of

today’s webinar

Free copy available for 60 days only!

Thank You!

Doug Skinner

[email protected]

510-769-7906

honestintentions

dougskinner

@skinnerace

skinnerace


Connect with me

Power of CRM

Business

Transcript of Power of CRM