Crm Perth's blog: "CRM Perth"

One of the most fun parts of the initial consultation with a client is the moment you both realise the value of the project. Through identifying requirements and understanding the figures which the project can improve, it can be very exciting for illuminance consultants and clients both.

David is a smart guy. And as a business owner, he’s no romantic.  He watches every penny going out the door.  He’ll plunk down $25K for a used truck in a heartbeat and then throw a fit if there’s $25 missing from petty cash. For him, every dollar is earned with sweat. And if he’s going to spend it there better damned well be a return on investment. Which is what has been holding him back from buying a CRM system? He still can’t justify the purchase. He can’t see the ROI. But there is ROI.

A CRM system has a sophisticated database. In it you have every person who comes in touch with your business – prospects, customers, partners, vendors, suppliers, etc. And, if used the right way, every one of these people has a follow-up. Nothing falls through the cracks. Actions, emails, appointments, notes and tasks are scheduled, stored and completed there. It integrates with your accounting system and it is the first place everyone goes to when someone calls, if only to see who has last spoken with the person and what the issues are. A good CRM system is used for both sales and service. It tracks opportunities and it also is the go-to place for any problems, issues or complaints. It is automated to remind managers to check in with customers, follow-up on quotes and basically make sure no one in the company looks like a dope.

But how do quantify this value?  This is no different than a Ford truck or any piece of equipment. The secret to justifying a CRM Perth, any CRM system regardless of size, is having a black and white, quantifiable, easily-understood ROI. This is not hard. Here’s how.

For starters, take the total cost of the system over a five year period of time, a typical (if not on the lower end) period of ownership. David is considering Insightly, a popular cloud based CRM system (author’s note: I recently wrote about this same topic on Insightly’s blog – I have not been compensated by them to write this blog). Insightly’s most expensive version is $7 per user per month. A 10 person company like his would spend $70 per month or $840 per year or $4,200 over 5 years plus another $1,800 for some training and support over that period of time.  That’s about $6,000.  That, of course, doesn’t include the internal cost representing the time his people will need to invest in the system, which is another topic for another day.  So let’s stick to the hard costs.

Now, go back two years. Look at your spreadsheets. Talk to your salespeople. Review your old calendars. How many projects, deals, opportunities, quotes and bids were lost because they weren’t followed up timely? How many were lost because they were forgotten altogether? How many could’ve been won if there was more communication from you, more knowledge of the competition, more negotiation in price, more outreach by your team? Yeah, I thought so. Everybody loses deals because of this. Add up the value.

If you would like to know how you can improve your Customer Relationship Management strategy, processes and software and are interested in working with consultants that are local, guaranteed and deliver solutions that are simplified, you should get in contact now to book an obligation-free appointment at Visit:  http://crmperth.com.au/contact-us/ and do a mail enquiry@CRMperth.com.au you can feel free to call us: (08) 6102 7284.