Unleashing the power of act introduction
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Cambridge House, 91 High Street, Longstanton, Cambridge, CB24 3BS Telephone: +44(0)1954 789978 Fax: +44(0)1954 782878 Email: enquiries @ boldfield.com Web: www.boldfield.com Unleashing The Power of Sage and ACT Madingley Hall 26 th April 2012
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Introduction to CRM
Transcript of Unleashing the power of act introduction
Cambridge House, 91 High Street, Longstanton, Cambridge, CB24 3BS
Telephone: +44(0)1954 789978 Fax: +44(0)1954 782878 Email: [email protected] Web: www.boldfield.com
Unleashing The Power of Sage and ACTMadingley Hall26th April 2012
Cambridge House, 91 High Street, Longstanton, Cambridge, CB24 3BS
Telephone: +44(0)1954 789978 Fax: +44(0)1954 782878 Email: [email protected] Web: www.boldfield.com
Boldfield LtdWhat is a CRMWhat is ACT
Andy IrvineManaging Director, Boldfield
Business is Tough
Lots of noise,
Competition
Some customers tightening their belts
In these circumstances your marketing can’t be haphazard
So the answer it to go to market in a systematic way
Treasure contacts – don’t discard them
Old & New Marketing
Broad Marketing Everyone will want one of these
Impersonal I am talking to everyone
Analogue Newspapers
Tell ‘em once (loudly) Blast it
Build Sales Only in the area for the next 2 days
Little Content A newspaper a day
Narrow marketing You might want one of these
Very Personal I am talking to you
Digital Internet, e-mail, social media
Build Confidence Over Time
Build Relationship I am always there for you
Too much content Bucket loads on line
Is a CRM The Answer?
Contact - Anyone you make contact with; customer, supplier, prospective customers but primarily about customers
Relationship – Capture all the details about your contactsPersonal information, sector, location, preferences, products interested in, relationship to other contacts in your database, any marketing campaign you have included them in, any documents you have sent them....
Management – Control and view the information in one location, have the information ready to use – often by different people
.
My Contact
My Contact
FacebookHobbies
AssociationsPreferences
FamilyFriends
Contact Details
Location Sector
Business History
Opportunities
Modern Marketing
• CATCH
• CONNECT
• CLOSE
The Company View
MD
Finance
Sales
See a company as a collection of contacts – is people
With inside knowledge of the contact within a company you can profile the decision makers and take appropriate actions.
The Group View
Create many groups depending on any criteria Geography, product interest, buying behaviour Products that they have, networking groups
Groups can be created by Dynamically Look up Manually
Use multiple criteria to focus on key people
Managing Opportunities
Record a opportunity against a contact
Set process stages and the probability of the opportunity being won.
Track & follow up opportunities
Record history against the opportunity
Record when the activity is won/ lost with the reason
Quiz
A buyer receives three proposals One he rates 7/10 One he rates 8/10 The last one he rates 9/10
Who gets the deal?
Contact Management Business Benefits
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• Customers Receive Superior Service.
• Target Right Customer, Right Time.
• No information is lost and nothing is forgotten.
• Increase Revenue.
• Reduce Costs/Operation Time.
• Work Anywhere, Anyhow, Anyplace, Anytime, 24/7 365
• Stay one step ahead of your Competitors
• Share Information with different Departments
• Better co-ordination between employees
• Effective Sales Calls
