Opportunities are all around us. The question is, are we aware of our surroundings to notice the opportunities?
To help you understand what we mean, we would like to tell you a story. There is a roofer and his name is Ronnie. Ronnie gets a call from a homeowner in a subdivision that is 25+ years old. The homeowner has several leaks in its roof and needs it replaced. While Ronnie is replacing the roof, he looks around and sees that many other roofs in the neighborhood are aging and asked us how to approach the other homeowners. Ronnie sees the opportunity but is not sure how to proceed.
When he called us, we suggested that he introduce himself to the other homeowners. Of the 50 homes he visits, he acquires 15 new contacts.
Now, the question is, are you using your CRM to nurture the opportunities?
To carry on with our story, Ronnie takes his 15 new contacts and adds them to his CRM. Not only does he enter their information, but he also adds detailed information about the likely use of his service and the style of each house. They are homeowners who live in an older neighborhood. From here, Ronnie creates a drip campaign with a series of emails that target the new contacts.
Ronnie saw the opportunity from the top of the roof and as a result, he gained 15 contacts, 5 of which contracted him to replace their roof and 2 more contacts him at a later date.
Moving forward, Ronnie can identify additional subdivisions with the same need. As he adds new contacts to his CRM with the same criteria, he can use his existing drip campaign to nurture the contacts and convert them to customers.
How are you looking for opportunities?
We would like to share a few ideas to keep in mind when looking for opportunities:
CRM does not create opportunities for you. It is a tool to help you nurture your opportunities. The CRM helps you see the opportunities within your data.
When you are creating a drip campaign to nurture leads, think about how it can be used for future contacts with the same criteria. The idea is to be efficient with your communication so that you don’t have to re-invent the wheel every time you meet a new set of contacts.
Many opportunities come when we take the time to stop and look around. Just like our roofer, Ronnie, we will find opportunities in the midst of what we are doing when we look at our surroundings and recognize the same issues that others are experiencing.
Asking specific questions as a part of your conversations with people will open opportunities. People will not willingly share their stories, but most are more than willing to share when they are asked specific questions. Asking questions builds relationships and opportunities.
Opportunities do not come to us. We have to look for them, but, oftentimes, opportunities are right there, it just requires us to pay attention. We love to help companies learn how to find opportunities whether it is analyzing the data in your CRM, creating a marketing strategy, or learning how to tell your story that leads to new customers. If you would like to talk to us about opportunities, contact email@example.com or call 301-332-0613.
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- On July 13, 2020