Customer Relationship Management software, better known as CRM, is software that allows a business to manage and track its interaction with existing and future customers.
CRM allows the business to automate, organize, coordinate and harmonize the different departments or functions of the business including sales, marketing, customer care, and technical support.
CRMs have become an integral part of most businesses’ requirements, in streamlining and managing their customer’s needs. In order to sell CRM, you should appeal to the needs that every specific business has to make the decision to acquire the software a no-brainer.
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Below are some tips that you should consider if you want to sell CRM to any business.
Justify the benefit to the whole organization.
If you sell the idea that every department in the business can benefit from the functionality of the CRM, then everyone will be keen to find out how it can boost their productivity. The CRM, at the end of the day, is meant to allow its users to do more within a shorter period of time.
It will be easier to sell CRM to a business by justifying the purchase as being of benefit to the whole organization.
Focus on the sales team.
As you justify the benefits of CRM to the whole business, pay specific attention to the sales team. After all, the sales team should be able to benefit the most from the software because they interact with the customers the most.
The sales team will also most likely have many questions about how CRM can make their work easier. If you can address all their queries, then it will be easier to convince the rest of the organization of the need for CRM.
Understand the business you are selling to and give a practical user case.
It is important to understand how the specific business process of the organization that you are selling to works.
If you better understand the business you are selling to, you can easily outline how CRM can specifically be of use to the business. By doing so, you will be better able to explain what may seem to be an abstract idea or concept about CRM use into a more realistic and practical user case.
What are the business’s needs?
Different businesses have different needs. If you know what the business’s needs are, you can better appeal to that.
For example, a large organization may be more specific on making sense of huge amounts of data about their customers, while a small organization may be more specific about being hands-on and personal with their clients.
Gauge the needs of the organization you are selling to and emphasize the aspects of the CRM that will be of most use to them first.
The tips mentioned above should help you convince any business of their need to adopt a CRM to manage their customer data. What’s next, will be to give a few choices of CRMs that they can use. A good place to find CRMs at discounted prices.