Consumer shopping trends show that 81% of consumers will research your product online before making a purchase. 80% of customers say the experience a company provides is as important as its products and services.
There is no denying the fact that companies require to invest in a good CRM to stay competitive in a customer-centric market. CRM has tools that can offer better visibility to sales patterns and sales pipeline, analyze consumer behaviors, and monitor overall performance. It automates many mundane processes. Your team is better equipped and has time in hand to focus on more essential and result-oriented tasks.
A wide range of CRM software are available in the market today. Each one has its merits as well as demerits. So how do you select one that is right for your business?
Evaluate your Business needs/long term goals
Requirements vary from business to business. Your business may need:
• To Track Leads and Lead Activity
• A highly customized reporting tool
• Mobile access
• To Connect your teams internally
The list can go on. While evaluating your current requirements can help you choose an optimal CRM, it is equally important to think ahead. Would your CRM be able to match your business growth in the coming years?
Sales / Marketing Team Benefits
Involve your sales and marketing team in the decision making process. A well-defined sales funnel plays a significant role in CRM selection. Your team may be looking for
• Improved Lead and Contact management
• Better Sales forecasting
• Website Behavior Analysis
• Quote/Proposal Management
• Custom Reporting based on Analytics
CRM lets you have a 360-degree view of your customer, and offer an endless list of tools that can help teams to work efficiently.
Look out for a CRM that offers customization to suit your current business processes. Choose one that can be customized to adapt to your business growth without the need for replacement.
The CRM should be compatible with your existing third party systems and applications for emails, social media, and marketing automations.
You may also want a CRM vendor who offers excellent technical support. Some companies offer 24/7 service, some 24/5, while some have set hours. There are CRM vendors who have extensive training resources and manuals online, which make the CRM more user-friendly.
Small businesses may look for a CRM that is easy on the budget. Most CRMs come with a free plan with essential features and paid plans with advanced features.
Online research can help you narrow down your selection of CRM systems that cover your must-have features and some nice-to-have features. A demo request from the company will further ensure your selection meets your requirements.
Some of the top CRM companies include Salesforce, Insightly, Zoho Corporation, Hubspot Inc, and Zapier, among others. Your choice of CRM should be based on the size of your business, the industry, and your sales cycle.