Advantages and methods of use: everything there is to know about CRM and how to use it for every company that wants to grow and expand.
CRM is a winning business strategy that makes it possible to optimise the resources available and increase company turnover, considerably raising the level of “customer satisfaction” of the customers who are at the centre of the project.
CRM, the acronym for customer relationship management, helps companies manage the profiles of potential or loyal customers, so as to develop strategies to understand their requirements, expectations and needs with the objective of improving commercial relationships.
What is a CRM software for? Mainly to organise contact information, track interactions with old and new customers and optimise sales, operations necessary for companies and startups that want to manage marketing processes with professionalism and efficiency.
We Are Fiber places itself by your side for the correct use of CRM, helping you maximise the resources at your disposal and make the most of them without pointless waste or repetitive actions that make you lose time and money.
In the following paragraphs I explain to you in more detail how CRM works and why you need it to give an extra gear to your business.
Discover all the advantages of outsourcing the CRM
The three macro-areas of CRM
CRM can be divided into three macro-areas: operational, analytical and collaborative.
Operational CRM supports the activities of: supply chain and transactions with the company’s IT system; front office activities for the automation of the sales forces and of company marketing; mobile office activities for other support services; back office for order management.
Analytical CRM focuses on the collection and analysis of data.
Collaborative CRM makes it possible to offer a personalised service to every customer and is composed of the main communication tools such as: email, phone calls, web pages, fax, and so on.
Why use a CRM?
How to use a CRM? In a certain sense CRM can be compared to a sort of social network, with the difference that the information and the contacts are kept in a more orderly and programmatic way.
Among the advantages of CRM, worth noting is the possibility of finding all the contacts that work for the same company, so as to adopt a consistent and logical strategy. In this way your sales team too can know who has spoken with whom and also the subject of the discussion. The entire company moves as one man in a compact way, giving an image of great reliability and solidity.
You can draw up a sort of profile of your contacts, so you will know exactly what to talk about at the next meeting or what to write in the future email. You can therefore keep the sales funnel constantly updated and make a forecast of future sales.
CRM: how is it used and what are its benefits?
As already anticipated previously, you can divide your contacts according to certain criteria or requirements, for example based on geolocation, the type of offer, the average spend and many other pieces of information that will come in very useful to you in the management of customers. In this way it is easier for you to understand which customers to focus on within a certain range of time.
CRM helps you create a sort of sales history, so as to identify what the strong points to implement and the weak points to reinforce are. If, for example, a sales model has given effective results on a large scale, it is appropriate to repeat it; if, on the contrary, it has proved unsatisfactory, it is naturally best to set it aside.
How to use CRM to increase sales
Here we are at the fulcrum of the matter: how to manage CRM in the best way to optimise sales? With the collaboration of We Are Fiber you will know inside out the mechanisms and the little secrets of CRM, improving the production process and strengthening your “brand awareness” in the eyes of customers.
CRM is able to carry out a careful monitoring activity on your sales team, so as to immediately highlight any critical issues and optimise revenues.
You can constantly keep under control the purchasing behaviours of one of your customers, so as to present them with the best offer at the right moment according to their needs. By doing so you can take advantage of all the benefits offered by upselling, a very effective sales technique if used correctly.
To give a practical example, when a customer buys a pair of trousers in a clothing shop they will probably also need a belt. Upselling is precisely this: using the information relating to a customer, such as purchasing habits and previous behaviours, to recommend the service or product related to their needs.
In this regard it is worth making a consideration: many companies aim more at winning new customers, rather than building the loyalty of those already acquired. In reality this is a mistake, since new customers are more difficult to win and require greater effort, while loyal ones will much more likely return to you. In that case CRM can provide you with very useful information about your customer, such as, for example, the purchase history, so that you can offer them a related product that they have not yet bought.
Your sales team is constantly updated, so as to know the purchase date of a product and its duration in order to contact the customer again and push them to buy at the right moment.
Here is what CRM systems are, but if you want to know more you can contact us by telephone or via email.
Request a consultation: a professional and competent team will be ready to answer all your questions.
CRM will be the springboard for your company; discover how!
Email: info@wearefiber.com
Phone (It): +39 024 210 1122
Phone (UK): +44 203 870 4408
