The race to close a sale
The phone rings and your heart stops. Will this be a go or a no-go?
With bated breath you answer the phone. Hello?
Its Cathy from Operations.
It’s a GO, we can fulfill the order, she says. (Or deliver the product, or fund the loan, or develop the project .. or service the prospect in whatever way your business does)
Yay!
You hang up and call the Prospect immediately to give him the good news.
Hello.. yes this is Joe.. you are calling from which company??
Oh.. sorry but I already got the product/service from another company.. you guys were taking too long..
[pause]
… Ever happened to you?
Chances are, with the right follow-up, you could have closed this sale. But you got busy with other things and this one slipped through the cracks.
But it does not have to be this way. Technology can help.
With the right technology, you can set up a system where follow-ups happen automatically. When the Prospect reaches a certain stage in the sales process, you get a reminder. Or, you send a reminder to your team member. Or to the prospect. Or to a partner. So that deals don’t fall through the cracks.
ConvergeHub lets you do that.
So that you can focus on other important tasks.
If you would like to know more about how ConvergeHub can help your team streamline the followup process and focus on growing revenue, talk to us.
ConvergeHub is an enterprise-grade Customer Relationship Management software that helps businesses build long-term relationships with their customers and prospects. It is easy to implement, can be quickly customized to suit any business, needs very little training and will quickly get your business on the path to 10X growth.
Or, if you like to check it out yourself, go ahead and create a free ConvergeHub account here.
The long-term impact of short-term thinking
This applies to all areas of life you know, but in this post let’s just talk about work.
Every time we start working on something big (and often not so big), we find a choice facing us..
Do we go the easier route.. which is also quicker, cheaper, with fewer changes (which usually means fewer feathers ruffled), no buy-in needed from the boss, no meetings..
OR
Do we do it the right way?
And the right way often is the more complex route.
More expensive.
More resources.
Definitely not quicker.
More changes affecting more departments.
Maybe you have to enter the death-spiral of meetings and buy-ins..
Justifying the budget..
Defending the timeline..
Explaining the benefits..
Longer hours..
More stress.. more headaches..
But the result will be worth it.
Maybe we will solve the root-cause of whatever problem was facing us.
Maybe revenue will grow by a significant percentage.
Maybe we’ll forge ahead in a new market.
Maybe we’ll change the world..
We always have a choice.
If it was up to you, how would you choose?
Just hit reply.. I’d love to hear from you.
At ConvergeHub, our team helps our customers make the right choices so that they can get the long-term benefits of implementing a enterprise-grade all-in-one CRM. Talk to us if you’d like to know more about it.
Or, if you like to check it out yourself, go ahead and create a free ConvergeHub account here.
What does entrepreneurship truly mean?
Click here to view this video on my LinkedIn post and leave a comment on what you think.
So in the last few days I was thinking, somewhat deeply, about the true meaning of entrepreneurship. I have founded two tech companies so far.. and if you know me you’ll know how passionately I believe in entrepreneurship. I really do believe that entrepreneurs are heroes.
And yet..
More and more it seems to me as if we have a very narrow definition of entrepreneurship..
More and more it seems to me as if entrepreneurship is less about a big life decision.. like starting your business or deciding to go solo or quitting your job.. and more about a quality, a mindset, a spark that can exist in anyone.. regardless of the life situation they are in at the moment..
I think we should not go by the textbook definition of entrepreneurship anymore.. in this day and age that word has evolved to take on a life of its own… and layers and layers of meaning has gotten added to the original definition of entrepreneurship..
What do you think? 😊
If you would like to know more about how ConvergeHub can help your team utilize that entrepreneurial mindset and focus on growing revenue, talk to us.
Or, if you like to check it out yourself, go ahead and create a free ConvergeHub account here.
Does your Customer think about you?
You know that most of the prospects who show interest in your product or service are not ready to buy, right? They’re probably just researching products, getting to know what’s out there, planning for the future, or even gathering information for that upcoming presentation to their management.
So, how do you get these future buyers to think of your product or service when its their time to buy?
The answer is Customer Nurturing.
Customer nurturing is the process of building effective relationships with potential customers throughout the buying journey and beyond.
The goal of customer nurturing is to create an automated, ongoing communication with your potential buyer throughout their customer journey. It is different from lead nurturing in that it is not designed to stop when the prospect buys your product or service. It is also used to engage new customers with your company or to ensure that your existing customers continue to purchase from your company.
The main idea behind customer nurturing is building trust. You spend time establishing a relationship with your buyer and as a result, when you communicate with your buyer, you are welcomed instead of being regarded as intrusive.
Good engaging customer nurturing process have the following characteristics:
- Trustworthy – Trust is what differentiates informational content from spam. Without trust, buyers will raise their barriers, put up their filters and tune you out.
- Relevant – To be relevant, you have to send the right content to the right person at the right time. You will have to segment your audience and then send targeted messages relevant to each segment of the audience.
- Multi-channel – Today’s buyers move quickly across channels and across devices – from email to social media to website to text and back to email again. Your job is to provide an integrated experience across channels.
- Measurable – This is what helps you know the actual impact of your customer nurturing program on your organization’s ROI and lets you define success.
ConvergeHub provides you the tools to set up a long-term customer nurturing program that keeps your buyers engaged through every step of the customer journey.
If you would like to know more about how ConvergeHub can help you develop a long term relationship with your potential buyers and convert them into lifelong customers, talk to us.
Or, if you like to check it out yourself, go ahead and create a free ConvergeHub account here.
excuse #2: Nobody Wants It
Let’s talk about another one of those reasons (excuses?) that our team keeps hearing when businesses don’t want to make the commitment to implementing a modern CRM..
Nobody wants it.
I have discussed it with my team..
My co-founders
My business partner
Our sales agents
The management team
The IT department
My husband/wife/mom/ …[substitute family member here]..
My pet cat [well… haven’t heard this one yet, but we’re bracing for it 😊]
And what did they say?
We don’t need a CRM [or any new tech for that matter]..
We’re managing quite well now..
Why waste the money?..
That won’t solve our problems..
It won’t work for us…
… and the list goes on.
Look..
Even while having the highest regard for whoever gave you that advice, it may be time to ask yourself some tough questions…
Are the people you asked qualified to make that decision?
Do they understand what implementing a modern CRM would do to the organization?
Are they looking at the high level picture or do they have their noses too close to the daily grind to realize that maybe there’s a better way of doing things?
Are they afraid of change?
Do they have anything to gain by following the status quo?
So, before you take action based on someone else’s advice… dig deeper.
Insist on understanding the reason behind the advice.
Do some internal analysis.
Run the numbers.
Make sure everyone has the correct information.
Often information and education, along with a healthy dose of reality, is all it takes to get from a No to a YES!!
At ConvergeHub, we are on your team and are committed to doing whatever we can to help you implement the latest technology to grow your business faster…
If you would like to know more about how ConvergeHub can help you keep growing by implementing the latest technology to close more customers and keep them for life, talk to us.
Or, if you like to check it out yourself, go ahead and create a free ConvergeHub account here.
The WOW Factor
Regardless of the work that we do or the business that we are in.. we are all in the business of serving our customer. Our customers.. we may call them clients or patients or members or users or students.. doesn’t really matter.. but the only reason our organization exists is to serve them best that we can and create a great customer experience for them.
Now this may contradict popular opinion.. but I don’t think great customer service is about creating a ‘Wow Factor for the customer all the time.
I think most of the time, our customers are just looking for the job to be done.. efficiently and unobtrusively.
Like, if you go to the supermarket to buy bread.. you are not looking for a welcome party.. all you are looking for is bread.. fresh and available.. so that you can pick it up, pay for it and go home. That’s it. And that’s a good customer experience.
Here are a few ways businesses can create great customer experience:
- Prioritize customer service – It’s less about creating a ‘Wow experience, and more about making customer service easier, more accessible, more intuitive.. with well trained agents who have access to the information they need.
- Management needs to walk the walk – CX needs to be prioritized at the highest level of management so that ownership of CX is pushed throughout the entire company.
- Customer service is not a cost center – CX should be recognized as the revenue driver that it is, which has a positive impact on growth, customer retention, and cross-sell and upsell revenue.
- Multi-channel conversations – Companies need to capture data from all interactions regardless of which channels they are from. This allows customers to continue conversations and pick up from where they left off previously.
If you are looking for a technology that will help you prioritize and serve your customers at every stage of the customer lifecycle, talk to us.
ConvergeHub is a business-grade customer relationship management software that helps businesses build long-term relationships with their customers and prospects. It is easy to implement, can be quickly customized to suit any business, needs very little training and will quickly get your business on the path to 10X growth.
Set up some time with us to brainstorm ideas on how you can use ConvergeHub to build meaningful relationships with your prospects and customers from the first contact to purchase
Or, if you like to check it out yourself, go ahead and create a free ConvergeHub account here.
People don’t change
Continuing our discussion from last week.. when an organization is implementing new technology.. be it a CRM, an ERP system or building custom technology.. people generally expect the ride to be smooth..
Of course that is never the case..
Invariably some speed bumps show up.. which causes organizations to give up on their tech project all too soon.
That is such a waste.. of money, resources, opportunity, team-spirit, potential revenue, future business growth.. and so much more
So, I suggest a new strategy while implementing new technology: Expect speed bumps.
The ride will never be smooth.
So expect speed bumps.
And plan for them.
Knowing what kind of challenges to expect makes it easier to plan for them.
Having implemented new technology for many organizations for many years, I have seen many different types of challenges that stand in the way of a successful implementation. So, I’ll try to name a few of the common challenges in my upcoming blogs and explore some of the ways they can be overcome.
You would think that the most common challenge related to technology would be technical.
But you would be wrong.
One of the most common barriers to a successful tech implementation is… People don’t change
There are many reasons why your people will resist adopting the new technology..
Sometimes it is simply because change is hard… it is so much easier to maintain the status quo.
Sometimes people don’t want to learn new things.
Some are concerned about losing control.
Some are afraid that their job may be at stake.
Some are worried about data security.
You do need a defined strategy to address these concerns.
With proper training and team work and reassurances.. and more training.. everybody will slowly get onboard.
We will continue to discuss the common barriers to successful tech implementations in the coming weeks.
Stay tuned.
Meanwhile, if you are looking for a technology that will have a long-term impact on your organization’s growth, talk to us.
Or, if you like to check it out yourself, go ahead and create a free ConvergeHub account here.
speed bumps
Imagine that you are driving… nicely cruising down the street thinking about what you will do when you arrive at your destination..
… and suddenly you hit a speed bump
what happens?
You are jolted out of your day dream.. you hit the break.. slow down a little.. focus on the road a little more.. pay more attention to your surroundings.. all good things
… and then you continue on your journey.
Do you end your journey?
Does the speed bump make you give up on your plans for the day?
Do you change your mind about the destination because of the speed bump?
Do you reevaluate whether making this journey was the right decision?
Does it make you think that the drive is too difficult.. that the destination is not worth the hassle of the speed bump?
OF COURSE NOT!!!
You know that slow-downs are part of the journey.. you expect them even..
But why is it that people’s attitude is so different when it comes to implementing technology projects in their organization?
Small slow downs..
Couple of hiccups..
Few challenges..
And people throw up their hands..
Too much effort, they say..
Too much time
Too expensive
Too much chaos in the company
Too complicated
Steep learning curve
Not worth the effort
Let’s stop
Wait.. WHAT??
WHY??
Regardless of what any marketing brochure of any product says, making a change in your company that will have major benefits over a long period of time will need some effort. It will not be a bed of roses. There will be some challenges that will need to be worked out.
Some speed bumps should be expected.
So, if you are planning to implement any kind of new technology in your company, here is a new strategy to try – Expect speed bumps.
Plan for them. Know what you will do when they show up (they will invariably show up).
Having this attitude makes it much easier to handle difficult situations when things don’t go as per plan.
So, even if it slows things down a bit
It does not throw you off-track
You continue working towards your goal as planned
Knowing that the destination is definitely worth it.
Next week we will look at a few common speed bumps that occur during a typical technology implementation journey.
Stay tuned.
Meanwhile, if you are looking for a technology that will have a long-term impact on your organization’s growth, talk to us.
Or, if you like to check it out yourself, go ahead and create a free ConvergeHub account here.
CRM excuse #1: We’re unique
If you read my post last week you know that we have started discussing some of the common reasons (excuses?) that businesses give us (and themselves) when they don’t want to commit to implementing a new modern CRM?
Okay, here’s the first excuse in the Excuse Series:
Our business is unique.
We are like no other business on the planet.
We have a unique sales process.
Nobody else is approaching customers in the same way.
There is no one else with the same problems.
We have a different way of handling things.
Our business is too complex for any software tool.
A CRM cannot help us.
We are just too different.
[stony silence]
Um.. well.. sure..
Here’s how I look at it though.. A business is almost like a person.
You know, how every person is unique..
We all have different likes, dislikes, behavior, strengths, weaknesses..
follow different styles, languages, careers..
support different sports teams, politicians, causes..
And yet.. if you ignore the superficial and look a little closer.. we’re all the same, aren’t we?
We have the same needs..
Feel the same emotions..
Go through the same challenges..
I think this applies to businesses too.
Businesses are vastly different and very similar at the same time.
Yes, every business is unique.
And yet, all businesses offer products and services, have customers to whom they sell those products and services, and generate revenue as a result of those transactions.
Sure, their way of accomplishing those activities may vary.
Their processes may be different.
How they find customers may be different.
How they make those customers happy may be different.
But those are just details.
Any business that has customers (or followers or members or patients or clients or tenants or borrowers.. you get the idea..) can benefit from implementing Customer Relationship Management (CRM) technology.
Everything else is just configuration and processes that you setup inside the CRM platform.
Yes, you might need to take a look at your business processes and think through how you want to set it up.
You may have to rethink and improve some of those processes.
But others have done it.
And you can absolutely do it.
Believe me, your business is not all that different.
And that is a good thing.
At ConvergeHub, we are on your team and are committed to doing whatever we can to help you implement the latest technology to grow your business faster..
If you would like to know more about how ConvergeHub can help you keep growing by implementing the latest technology to close more customers and keep them for life, talk to us.
Or, if you like to check it out yourself, go ahead and create a free ConvergeHub account here.
excuses, excuses
Ever wondered why we hate doing things that we know are good for us? We not only avoid doing those things, we actually come up with perfectly good reasons for not doing them. We have excuses for not going to the gym, or sticking to a diet, or making that call, or filling that application,.. and not just that, we even convince ourselves to believe those excuses.
Having worked in the world of technology for a very long time, I have seen my share of technology excuses.. I’ve heard all the reasons why a business really really wants to go ahead with a new technology which they know will help them grow, but they just can’t because [insert excuse here]. They have endless discussions and talk themselves out of something they know will help them grow.
Technology has advanced tremendously in the last few years, and using it properly will definitely make your job easier and your company more successful. Whatever your reasons are for not embracing technology, I’d love to explore them with you.. and who knows may even be the catalyst for overcoming them..
So, here’s an idea.. I’ll create a new blog series and talk about a different excuse in every blog, along with some suggestions on how to get past it. How does that sound?
Meanwhile, if you’re running out of excuses to avoid technology, and would like to know how ConvergeHub can help your business grow, talk to us.
Set up some time with us to brainstorm ideas on how you can use ConvergeHub to build meaningful relationships with your prospects and customers from the first contact to purchase.
Or, if you like to check it out yourself, go ahead and create a free ConvergeHub account here.
