Cutting Edge CRM Marketing Strategies Using the 6 C's

The key to any successful business always boils down to having customers. Addressing customers as the top critical driver gives any business a good chance at success.Given that at some point all customers started as leads, turning these leads into customers is the ultimate challenge for any sales team. Acquiring customers is no easy feat. One has to employ marketing strategies coupled with an efficient customer management tool. This is where a Customer Relationship Management System is most helpful - turning these leads into actual customers. There are many marketing strategies to maximize lead generation. Below are just but a few ingenious CRM marketing tactics to consider.

1. Courting Leads Once a quality lead is identified, courting follows. Market your product or service through both traditional and new methodologies. Sometimes even the best product needs a little come-on.

> Referral process Do you have a database of all your existing and past clients? Having a Customer Relationship Management system would make this task an easy one. Sending newsletters, promo updates, product updates is a goodstart. Actively encourage clients to refer. Even "word of mouth" does the trick. Once you get on it, you will be amazed how powerful this marketing strategy is.

> Marketing add-ons a. Offer memberships and rewards - make them feel grateful for just being your customer b. Upgrade services - pampering your clients' petty needs make them feel they're in good hands c. Special offers and discounts - customers feel a sense of being 'privileged"

> Create strategic partnerships Strategic partners are businesses that deal with your target client.They are able to market for you for their clients and some of their clients will also become your client. Affiliate marketing is one way of forming strategic partnerships. It's letting other people do the marketing for you and vice versa.

2.Converting Leads "Conversion" is the act of turning a qualified lead into a paying customer. People inquiring about your products are ideal targets for conversion. People asking about prices is perceived as a "buying cue". Don't start right away with your sales pitch. Educating them about your product and services helps them see your strengths, makes them feel important and involved, and builds valuable trust. Carefully evaluate which product would best fit with your customer.Equipping yourself with valuable customer information, accessible in your CRM software will turn your lead easily into a conversion.

3. Customer Value Customer value is ten times a lead. Translates to exerting ten times the effort to get new customers as compared to just keeping them. One way to increase revenue therefore is getting your existing customers to spend more money with you. Tracking customer's past purchases through your CRM tool allows you to keep them informed of new products needed for their growing business while making them aware of all other options.

4. Client Retention One of the reasons customers leave is often due to perceived "indifference" of your staff or your company. They feel taken for granted and forgotten right after the sale. Remember that your business growth relies on one thing: retaining customers day after day and year after year. Having a CRM system will help you track clients accurately- allowing you to foster communication through emails and newsletters, making them feel that they are important to you and never forgotten.

5. Client Reactivation Most companies forget about their clients who have gone inactive or has gone to the competitor. Making personal phone calls, letters and emails can get inactive clients to return. Having a CRM software helps you keep track of all your contacts - past, existing and prospects.

6. Cost-Cutting Monitoring sales, profit and losses with your CRM marketing system will help you determine whether you are incurring expenses more than you are earning. Invest only if it is something that would strengthen your business and if the returns make sense.

Whether it is more profitable to increase conversion of existing leads than generating them, clearly, maximizing leads is a step forward to improved marketing.

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