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Customer Relationship Management (CRM) is a critical component of any successful small or midsize business. Managing your contact database can be a full-time job, but adding the right contact database software to your business toolkit can simplify the task, and enable you to maximize your most valuable sales prospects over both the short and long-term.
Once you’ve decided to make database management software part of your ongoing CRM and sales efforts you have to decide which software package best fits your needs. A simple web engine search for “contact database software” gives you almost 500 million results. Rather than wade through all – or even a fraction – of those, try to outline your specific needs and expectations. To do that, ask and answer these questions.
How much budget is allocated to customer management software?
Start with an honest assessment of how much you can spend on contact management. Some customer database software packages are free, but will have limited functionality. Beyond the free options you’ll find offerings at price points from $30 to almost $300 per month. Keep in mind that when once you have your contact software integrated into daily operations, you should see improved efficiency and profitability.
Does my company need a mobile database software solution?
Is your sales team made up of road warriors, or telecommuters, or are most of the sales pursued, pitched and closed from the home office? Once upon a time contact management software was restricted to individual computers, accessible only by on-site employees, with software update responsibilities on you, the end-user. The best database software options now offer web-hosted solutions and mobile access in addition to on-site (non-internet) capabilities. Web-hosted solutions allow you to access the software via the internet while the manufacturer handles maintenance and updates. Mobile access lets users tap into the details of a customer contact database from cell phones, tablets, and other mobile devices.
What customer contact data drives my business?
Maybe you run a keep it simple operation, and think you can get by with the basic name, phone number, and address. Review your sales records, though, and you might find that having access to company web sites, client contact history, social networking pages, and meeting and follow-up notes play a significant role in closing the most important sales. Software built to manage your customer database can provide all of that so you have the latest, most important information for every existing and potential lead.
Which features should my database software have?
In the end your contact database is your most valuable sales and marketing tool; you want it to help you before, during and after a sale is made. Consider how features such as automated email campaigns and reporting options can help you continually refine and optimize your overall strategy and the tactics deployed to support it.
Is it easy to use? How’s the customer service?
Each member of your organization should be comfortable with the contact database software you choose. Many software manufacturers offer free trial downloads that you can use for up to 30 days. Take advantage of these trial offers, and ask your team for feedback before making the final decision.
