Last Updated on Dec 20, 2019 by James W

As a small business owner, it goes without saying that you are devoted to increasing sales. To help this process along, you have invested in a Customer Relationship Management (CRM) software. While you have a general idea of how it works, you naturally want to get your money’s worth and are interested in learning tips and tricks of the trade to be as efficient and productive every single day.

With this in mind, let’s look at how to navigate your new CRM software so you can close more deals and boost sales:

Simplify Your Data Entry Process

If you and your team spend a lot of time manually entering data about new and potential clients, you will be thrilled to know that a CRM typically includes marketing automation features that uses lead generation forms and landing pages to gather contact info from new leads. Because you will no longer be spending hours entering this data, you and your employees will have more time to focus on customer acquisition, speaking with your clients and getting to know them better—all of which can help increase sales.

Use the Stored Data to Generate Sales

Once the new leads are in the program’s database, you and your sales team can add notes throughout the sales cycle on your various customers. Thanks to the program, it becomes easier to make reports based on the specific data and design a customized approach to each client. For example, if you run a small catering company, CRM software will help you note when your customers’ kids are turning 18 and ready to graduate from high school. You can then send out emails inviting them to come in and sample your delicious cakes that are ideal for a graduation party.

Bookmark the Customer FX Website

Even as you become more familiar with your software, you will undoubtedly have questions about the system from time to time. To get the answers to your questions in a timely manner, check out the Customer FX Video Library; it has over 300 videos that cover the Infor CRM (Saleslogix) as well as related product training and development. The free videos are an outstanding online tool that can help you use the CRM software to its full advantage.

Streamlined Customer Information Helps with Science-Based Selling

While some people have a natural knack for it, sales also involve a surprising amount of science. Science-based selling includes psychology, a smattering of neuroscience and other scientific methods that can help increase sales. With CRM helping you to manage relationships with both regular and potential new leads, you can then use this scientific approach to close more deals.

For example, you may be tempted to call a lead only once or twice before giving up, but the magic number of attempts is actually six. When you call is also important—for example, the best times to call are usually between 8 and 9 a.m. and then later on in the afternoon between 4 and 5pm.

Some software will actually help make those calls for you; simply research the science of selling to choose when you want to reach out to your leads and let the program assist you.

With a bit of training and research, you can get your full money’s worth from your new CRM software. By staying up-to-date with the latest information and enjoying simplified data entry, calls and more, you should soon see an uptick in your sales and bottom lines.

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