Regardless of size and industry, customer relationship management (CRM) software will help you manage leads, contacts, vendors and more.
Insightly is an affordable, web-based CRM system for small business that offers integrations with many leading apps, including Google Apps, Office 365, MailChimp, QuickbooksOnline, Xero, DropBox, and more.
With the help of customer relationship management (CRM) software, any business, regardless of size and industry, will find it easier to handle the task of managing leads, contacts, vendors, and suppliers among others.
Large companies, such as those with 1000+ employees, often realize the true power of a CRM system. Conversely, smaller companies don’t always understand what this technology can do for them. Instead, they believe they are too small to take advantage. However even freelancers or ‘solopreneurs’ can benefit from a CRM.
The most common use of a CRM is to track and improve sales but a CRM system has many of other uses. For example, a company in the music industry is using project management to track their move to a different location so that nothing falls through the cracks and the move goes smoothly. A marketing agency that builds websites uses a CRM to manage the website projects. Non-profit organizations use CRMs to track ongoing donors and any fund raising events they may have. Even some educators use a CRM to store project work and courses in a central location, and staffing and recruiting companies use CRMs to efficiently manage the candidate hiring process. The list goes on and on, so if you think that a CRM won't add any benefit to your business, think again.
Size is Just a Number
Let’s start by examining what a CRM can do for your company:
- Better manage leads, contacts, vendors, suppliers, and other groups of people.
- Reduce costs.
- Get a better view of your sales funnel (more on this below).
- Gain a solid grasp of day-to-day tasks and responsibilities.
- Support business growth.
The primary reason to use a CRM is to better organize all aspects of your business – tasks, events, projects, customer communication and sales funnel. You can create contacts, manage leads, share information with coworkers, set follow-ups, and track prospects at every stage of the cycle.
Additionally, CRM reporting will also become a big part of your business. With Insightly, for example, there are two different types of reporting – legacy reports for sales opportunities as well as custom reports so that you can “slice and dice” your data any way you please.
The more data you add to your CRM the more important it is to generate reports. This will help you better understand your information, including whether or not you (or your sales team) are reaching sales goals, daily contact quotas, and much more.
The Impact of a CRM on Growth Companies
A growth company is only a growth company if it’s growing. Makes sense, right? These businesses, typically between 25 and 100 employees, are hoping to eventually move to the “next level” within their industry. Doing so often comes down to one aspect of its business: sales.
In the early days of your business, you may have employed a scattergun approach to sales. You didn’t worry about being organized. You didn’t care to take notes on what each prospect said. All you cared about was talking to as many people as possible, with the final goal of making a sale.
With each sale, with each new employee, your company got bigger and bigger. This brought you to a point in which organization and a detailed approach was more important than ever.
No business is too small for a CRM, especially those that are considered a growth company. A CRM can impact a growth company in many ways:
- Provide more structure for sales and marketing teams.
- Add efficiency to the employee onboarding process.
- Make it easier to train new employees.
- An additional layer of organization.
- The creation of reports for both managers and salespeople.
What’s the Problem?
Despite the fact that there are millions of companies relying on a CRM, there will always be those that believe they are too small to get involved. This was a myth in the past, a myth now, and it will be a myth in the future.
But even though size doesn’t matter, it still stops some companies from using a CRM.
Recent data, collected through a GetApp survey, set out to answer the following question:
"What are the obstacles to you choosing and implementing a CRM in your organization?"
You may be surprised at some of the answers. You may also find that some answers align with your own personal beliefs.
The top answer was not unexpected: my business is too small for a CRM. With 32.6 percent of respondents providing this answer, it’s easy to see that many companies are holding themselves back due to their size.
Sitting in the number two spot was the following: what’s a CRM? Believe it or not, 22.3 percent of respondents did not know what a CRM is or how it could help their business. Without this knowledge, it’s impossible to utilize this type of system. If you find yourself part of this group, double back on the information above to better understand the benefits.
Moving on, the third most common answer is no surprise: I think CRM’s are too expensive. With 17.2 percent of people providing this answer, the myth that CRM’s are costly remains a problem. What many people don’t realize, however, is that a CRM does not have to cost an arm and a leg. Some systems range from free, for a couple of users who only need the basics, up to $99/user for all the bells and whistles. With various pricing structures, most companies find something that fits their budget.
Here are the rest of the answers to the survey:
- I couldn’t find one that fits my business – 13.7 percent
- A CRM won’t add any value to my company – 12.4 percent
- I don’t have time to find and implement a CRM – 9.9 percent
- I can’t convince my team/boss to try a CRM – 6 percent
- CRMs are too hard to use – 4.8 percent
- I don’t want to train my employees on how to use a CRM – 2.8 percent
As you can see, there are many excuses for not using a CRM. There are also many myths that stop some companies from getting involved with this technology.
It is important to understand that no company is too small for a CRM. When you combine this knowledge with the many benefits, it won’t be long before you are comparing your options and making a final decision on how to move forward.
Don’t let CRM myths hold you back from using this type of software to improve many aspects of your business.