We live in an age of “instant”. Whether is checking social media while waiting for coffee at Starbucks or answering an email on a commercial break during a football game, we are accustomed to responding at a moment’s notice. This is the world we live in and it is a world that salespeople must enter if they are to meet the needs of prospects and customers. Salespeople must be able to have their prospects’ and customers’ information accessible at a moment’s notice. If the information is not accessible, it could mean losing the prospect to a competitor or a lost opportunity with a customer.
To help you understand this, we want to give you a real-life example. In the last week, our top salesperson woke up to find that their Surface Pro would not turn on. After trying basic troubleshooting, they called Microsoft support. After some time on the phone, support could not help them, so they offered to send a new Surface Pro since the other one was under warranty. The new Surface Pro would take a couple of business days to arrive. This could have been devastating to the salesperson who had meetings with prospects and clients lined up. Keeping the meetings was not the issue. Accessing information on our CRM could have been a big issue, but it was not. Why? Because our CRM is fully accessible on any device. Our salesperson was still able to retrieve the information from our CRM app from their smartphone.
Our top salesperson was able to do business as usual without their Surface Pro, but let’s look at what might have happened if they could not access their CRM.
- The meeting with a prospect was rescheduled. When the salesperson reschedules a meeting or demo, this begins to sow doubt into the mind of the prospect. They start wondering if the company and customer service is reliable.
- The prospect decides to look at another option because time is of the essence. They need to make a decision quickly.
- A customer who is interested in additional services may change their mind because they talk themselves out of it.
- The salesperson comes to the meeting unprepared and the prospect or customer is irritated because they do not feel that the salesperson understands their need.
A mobile-friendly CRM is a key to success because you do not know what life may throw your way. Maybe your computer won’t fire up. Maybe you arrived at your destination (office, coffee shop, client site) and you realized you forgot to put your laptop in your bag. Whatever the reason, there will be times that you will need to use your phone to access client information.
So, we ask, “Is your CRM fully accessible?”. Are you able to access contact information at all times? If you cannot because your CRM is not fully accessible or you are still using spreadsheets to manage prospects and customers, it is time to look at a fully accessible CRM. It the time of instant, waiting and rescheduling is not an option. Contact us at 301-332-0613 or fill out the form today to learn how we can help you be prepared to meet with prospects and customers no matter the situation.
More CRM Topics
- On December 15, 2020