For many CRM users, it is deemed as a bit of a hassle to update your contacts but it can be valuable to spend a few minutes per day doing some admin to make your CRM work best for you. A well updated CRM system can be invaluable and the business benefits to you significant. Here are a few handy hints to help you maximise the information that already exists.
- Locate your old leads
It might be worth chasing those old leads that haven’t been mailed for some time. You might be missing a small amount of data, that if it were to be added, could flag up some interesting opportunities
- Use social media
to research around the prospect
Potential prospects would be impressed at your knowledge of their sector, particularly if you are offering your services at a busy time in their calendar
- Build new connections
Although time consuming, having a bit of a data cleanse is worthwhile, checking out whether your current connections have new connections so that you can build out your network , this could prove to be invaluable
- Make more use of your existing connections
Checking out who your customers follow on Twitter, who they “like” can give clues that you can use when you interact with them, dropping in something about the news or sport for example
- Get referred and do your homework
Your CRM has a ton of information that you can utilise to see what a prospect has clicked, viewed or open, it is worthwhile using this information to your advantage when you are engaging with them
In summary, “lost contacts” should be thought of as “moved on” contacts and you should see if you can track them down at a new company to see whether they would be a relevant prospect now. Both your internal and external networks should be exploited to help you to develop new relationships and then finally, never forget that you should have a reason to call your contacts as opposed to just pushing the next item that you are selling – your relationship will likely blossom as a result.