Small and medium sized businesses represent a valuable, vast, and loyal customer base. With the help of this you are almost having an opportunity to connect with the primary decision-maker of the business because often the business owner tends to finalize and close the deals themselves. Selling your services to small and medium size businesses doesn’t mean smaller opportunities but it is credited with providing sustainable growth, loyal customers, and a huge market place where potential can be seamless. The individuals who are interested in getting into the massive and growing value of SMB sales CRM or make use of the customer relationship management software . With the help of these tips and tricks organized by Binary Clues you can perfectly implement your sales strategy for SMB customers.
1. Connect Early With the Customers: If you have to make your sales team ready for the use of insurance CRM then there are certain habits which need to be implemented. For example, with smaller and medium sized businesses, it's very important to engage with the potential customers even before they have trusted you. This begins as early as possible, even if the potential lead is not going to convert into a paid customer. The main motive is to make yourself available at the time of decision making, maintaining a contact list so that when it's the right time to buy, potential customers can approach you since you acknowledge your presence.
2. Improvised Qualification Framework: Sometimes a sales team offers and rewards aren't simply a good fit for a particular lead needs and requirements, also it doesn’t match their budget, or sometimes they too are not interested in switching from your rival business. This is why it becomes crucial for you to develop a lead scoring model. It is made for the ideal customer of your business. If a lead doesn’t score high enough based on your criterias then you can free yourself up to focus on more available and qualified leads. Making use of a framework that helps you know when it’s time to put an opportunity on pause and when to walk away will save your tons of energy, time, and efforts which can be further utilized for other processing.
3. Prioritization of leads: Once you have a lead qualification process in place which is reliable then you can use it to sort leads into priority levels. Although with the use of CRM you want to build and maintain relationships with potential leads at various stages of the sales funnel and decision process, you should also focus on the majority of your resources who are most likely going to make a purchase in the near future. Apart from just qualifying leads using your lead scoring model, you can also look at lead sources to identify who have the greatest potential to become loyal customers of the business. You may also find that referrals have a higher probability of closing than leads found with the means of cold calling and outreach.
Our expert CRM consultants can help you and your team prepare for the next big change and switch to a reliable CRM to start generating better leads and more sales over the time. Book your free consultation today with Binary Clues.